About this role
Main Function:
The Zone Manager (FMCG) is responsible for overseeing sales operations, distribution, and market execution across an assigned geographic zone. The role ensures achievement of sales targets, expansion of distribution networks, effective team management, and strong execution of trade and marketing strategies to drive revenue growth, market share, and brand visibility.
Key Responsibilities
Sales Strategy & Business Growth
• Achieve zonal sales targets (monthly, quarterly, and annual).
• Develop and execute zone-level sales strategies aligned with company objectives.
• Identify growth opportunities across territories and key accounts.
• Drive market penetration and expansion of FMCG product portfolio.
• Monitor and improve overall zone performance against KPIs.
Team Management & Leadership
• Lead, supervise, and support a team of Sales Representatives / Area Sales Executives.
• Set individual and team targets and monitor performance regularly.
• Conduct field coaching, training, and performance reviews.
• Ensure high motivation, discipline, and productivity within the sales team.
• Resolve operational and field-level challenges faced by the team.
Distribution & Channel Management
• Strengthen distribution network across the zone.
• Ensure optimal coverage of retail outlets, wholesalers, and key accounts.
• Appoint, evaluate, and manage distributors in coordination with management.
• Improve product availability and reduce stock gaps in the market.
• Monitor secondary sales and channel performance.
Market Execution & Trade Marketing
• Ensure effective execution of trade promotions and marketing campaigns.
• Oversee in-store execution, merchandising, and brand visibility standards.
• Ensure compliance with planograms, POS materials, and promotional guidelines.
• Monitor competitor activities and adjust strategies accordingly.
• Drive seasonal and tactical sales initiatives.
Sales Operations & Order Management
• Monitor order booking, fulfillment, and delivery performance.
• Ensure smooth coordination between sales, logistics, and distribution teams.
• Track sales trends and ensure timely corrective actions.
• Optimize route planning and field force productivity.
Customer & Distributor Relationship Management
• Maintain strong relationships with key distributors and trade partners.
• Resolve escalated customer and distributor issues.
• Negotiate trade terms within company policies.
• Ensure high satisfaction and long-term business continuity.
Reporting & Analytics
• Review daily, weekly, and monthly sales reports.
• Analyze sales performance, market trends, and competitor activity.
• Provide actionable insights to regional and senior management.
• Ensure accurate and timely reporting from the field team.
Demonstrated Knowledge, Skills, Experience
• BSc degree in Business Administration, Finance, or relevant field
• At least five (5) years work experience as a Key Account Manager, Sales Account Manager, or relevant role in FCMG.
• Intimate knowledge of down trade and supermarket channels
• Strong knowledge of retail and/or wholesale sales principles, methods, practices, and techniques
• Team leadership and performance management
• Channel and trade marketing execution
• Territory and zone planning
• Data analysis and sales reporting
• Competent in the use of MS Word, Excel, and PowerPoint
Behavioral Competencies
• Strong leadership and decision-making
• Result-oriented mindset
• Strategic thinking
• Communication and negotiation skills
• Problem-solving ability
• Accountability and ownership
• Conflict management
• Adaptability in dynamic market conditions
• Coaching and mentoring ability