Zonal Sales Head

Role - Zonal Sales Head

Exp - 15+ Yrs

Industry knowledge Product Knowledge Automotive After Market Commercial Vehicles (M&HCV Preferred)

Role Overview To drive sales performance, market expansion, and customer satisfaction in the assigned zone by leading a team of regional and area sales managers. He will be responsible for delivering the sales targets on a monthly, quarterly and annual basis and implementing the go-to-market strategy and brand management activities in the zone The Zonal Sales Head thus does play a key strategic role in building customer relationships and strengthening the company's market position in the product lines being sold. Key Responsibilities : Sales Strategy & Planning

• Develop and implement zonal sales strategies aligned with organizational goals.
• Achieve revenue, profitability, and market share targets for the independent Aftermarket segments.
• Monitor competitor activities including price and product benchmarking and market trends to identify new business opportunities.
• Prepare and manage zonal sales budgets and forecasts. Business Development
• Develop a strong and loyal network of distributors, retailers and mechanics in each state to stock, promote and fit Brand products as their first choice.
• Manage the distribution network for increased share of wallet (SOW) on a year on year (YOY) basis.
• Responsible for achieving target sign offs with distributors and retailers and implementing suitable incentive schemes for both primary and secondary sales
• Implement a training calendar for mechanics on correct fitment procedures for products. Team Management
• Lead, mentor, and monitor the performance of the zonal sales team, including Regional / State Managers and MSRs.
• Set performance goals, review KPIs, and ensure continuous capability building of the team including a fixed journey cycle plan and measuring the efficiency and effectiveness metrics.
• Foster a performance-driven and customer-centric sales culture. Customer Relationship Management
• Maintain strong relationships with distributors, key accounts (fleet owners and transporters, retailers, and mechanics).
• Address customer grievances, ensure timely delivery, and maintain service satisfaction levels.
• Coordinate with internal teams (production, logistics, and finance) for seamless order execution. MIS & Reporting
• Track and report sales performance metrics, forecasts, and deviations.
• Provide inputs for pricing, product planning, and marketing campaigns based on zonal feedback.
• Submit monthly and quarterly reports to management on sales performance and market trends. Key Skills & Competencies :
• Sharp business acumen with in-depth knowledge of the independent Aftermarket industry in the geographies being handled.
• Proven ability in in growing existing products and launching new product lines in Aftermarket.
• Analytical skills to understand sales and marketing policies of competitors and suggest interventions to gain volume and market share. Mind-set with proficiency in data-driven decision-making.
• Strong influencing skills and ability to motivate teams to deliver 3x-5x sales growth in 3 years.
• Strong communication skills to influence target audience. Local language fluency is a must.
• Strong interpersonal skills for stakeholder and customer management.

Skills Required

Analytical Skills, Team Management, Customer Relationship Management, Business Development, Mis Reporting