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Zonal Sales Manager - North chez PCC-India-Information Technology

PCC-India-Information Technology · New Delhi, Inde · Onsite

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Job Overview

Zonal Sales Manager — Shakti Channel will own the strategy, deployment and performance of the Shakti / Super-Stockiest network and General Trade (GT) initiatives across North India. This role combines strategic planning, large-scale execution, channel development (Superstockist, Distributor & Account Based Trade), New Product Development (NPD) launches in GT, and rigorous retail execution (A+ chemist & A+ outlet programs). The role requires a high-energy, data-driven leader who can scale channel infrastructure, drive topline growth for power brands, and partner closely with marketing, supply chain and commercial teams to deliver sustainable profitability.

Relevant Experience10+ years total sales experience with minimum 5+ years in progressive GT/field leadership roles.

  • Demonstrable experience building & scaling Super-stockiest / distributor networks and driving GT execution at national level.
  • Proven track record of NPD launches in GT, trade brand execution and delivering against topline and profitability targets.
  • Experience managing large cross-functional stakeholder groups and P&L influence.
  • Prior work in FMCG / OTC / Healthcare / Consumer Durables or similar high-velocity categories preferred

Responsibilities

 

Channel Strategy & Network Expansion

•Design and execute the national strategy for the Shakti / Super-stockist network (coverage, hub model, FTL routing).
•Expand and strengthen SS footprint pan-India; ensure right DB selection, onboarding and governance.

 

Sales Delivery & GT Performance

•Deliver volume and value targets for GT and Shakti channels (powerbrands + trade brands).
•Drive month-on-month phasing accuracy using weekly closing stock & nil-stock reports to influence supply and field priorities.

 

NPD & Brand Commercialization in GT

•Lead planning and execution of NPDs in GT — set success criteria, trade activation, and ensure NPD success in GT.
•Collaborate with marketing for effective rollout (placement, sampling, visibility drives).

 

Retail Execution & A+ Program

•Implement A+ chemist / A+ outlet program and secondary schemes — measure outlet uplift and ROI; replicate successful pilots nationally.

 

Field Operations & Margin Optimization

•Deliver operational efficiencies (e.g., FTL from hub to DB) to improve DB margins and reduce company cost.
•Optimize trade terms and route to market economics.

 

People Leadership & Talent Development

•Build a high-performing team (ASMs/ASEs/SOs); complete IDPs and succession plans.
•Improve engagement metrics (GPTW) and reduce regrettable attrition.

 

Cross-functional Collaboration

•Act as CFT member for strategic projects (trade initiatives, IT rollouts, channel pilots).
•Drive alignment with supply chain, finance and marketing for timely delivery and corrective action.

 

Data & Reporting

•Own channel KPIs, dashboards and weekly business reviews; separate signal from noise and make decisions based on data.
•Ensure DBs listed on retailer apps and leverage digital tools for visibility & control.

 

Stakeholder Management & Issue Resolution

•Maintain strong, constructive relationships with internal and external stakeholders; escalate & resolve conflicts professionally.

Qualifications

MBA (Preferred — Marketing / Sales / Business) OR Graduate with proven progressive experience in sales leadership. Professional certifications in sales / channel management are a plus.

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