About the role
Job Title: Regional / Zonal Sales Manager – Retail & Distribution
Location: Pan-India / Region-Specific
Experience: 10-18 Years
Industry Preference: FMCG, Q-Commerce, Consumer Tech
About the Role
We are looking for a high-impact Regional / Zonal Sales Manager who brings strong expertise in retail distribution, trade marketing, and last-mile execution. The ideal candidate will have hands-on experience in scaling GT/MT channels and driving B2C growth, preferably from organizations like Swiggy, Unilever, Blinkit, or ITC Limited, etc.
This role demands a strong operator mindset with the ability to blend strategy with on-ground execution.
Key Responsibilities
1. Distribution Strategy & Channel Expansion
- Design and execute GT (General Trade) & MT (Modern Trade) distribution strategies.
- Expand retail footprint and improve channel penetration across assigned regions.
- Identify new growth opportunities across urban, semi-urban, and emerging markets.
2. Trade Marketing & In-Store Excellence
- Drive in-store visibility, merchandising standards, and activation programs.
- Collaborate with marketing teams to implement trade campaigns and promotions.
- Ensure strong execution of planograms, branding, and retailer engagement.
3. Pricing & Commercial Strategy
- Develop and execute pricing, discounting, and margin optimization playbooks.
- Monitor competitor pricing and market dynamics to drive effective decisions.
- Manage trade spends and ensure ROI-driven investments.
4. Last-Mile Operations & Q-Commerce Integration
- Oversee last-mile delivery efficiency and service levels, especially for Q-commerce channels.
- Work closely with supply chain teams to ensure availability, fill rates, and quick replenishment.
- Drive operational excellence in dark stores / retail fulfillment setups.
5. Sales Execution & Team Leadership
- Lead, mentor, and scale a team of Area Sales Managers / Field Sales Executives.
- Drive strong execution rigor, beat planning, and outlet coverage.
- Build a high-performance sales culture with clear KPIs and accountability.
Key Requirements
- 10-18 years of experience in Retail Sales / Distribution / Trade Marketing.
- Strong exposure to FMCG or Q-commerce ecosystems.
- Proven track record in distribution expansion and revenue growth.
- Deep understanding of:
- GT/MT channel dynamics
- B2C retail execution
- Pricing & discounting strategies
- Last-mile logistics
- Strong analytical mindset with hands-on problem-solving ability.
- Excellent stakeholder management and team leadership skills.
Preferred Background
- Experience with companies like Swiggy, Blinkit, Unilever, ITC Limited or similar high-scale distribution businesses.