Zonal Sales Manager-South

Job Description:

📌 Job Title

Zonal Sales Manager (ZSM) – Retail Projects (Construction Chemicals)
Location: Bangalore (South India)
Reporting To: C.O.O
Industry: Construction Chemicals / Building Materials

📋 Job Summary

The Zonal Sales Manager (ZSM) is responsible for owning sales, business development, channel expansion, and profitability across the South India zone (Karnataka, Tamil Nadu, Andhra Pradesh, Telangana, Kerala). This role focuses on achieving sales targets in the retail & projects segment within construction chemicals, managing teams (Area Sales Managers & Sales Executives), strengthening distribution networks, and ensuring strategic execution of sales plans.

🎯 Key Responsibilities

1. Sales & Business Growth

• Achieve monthly, quarterly, and annual sales targets for construction chemicals across the zonal territory.
• Plan, develop and execute strategic sales plans to grow top-line and market share in retail and project segments.
• Drive both primary sales (to distributors/dealers) and secondary sales (to end customers & projects).

2. Team Leadership & Management

• Lead, guide, mentor and manage a team of Area Sales Managers, Sales Executives, and field staff.
• Set clear KPIs and business targets for the team, conduct performance reviews and coaching.

3. Channel & Network Development

• Identify, recruit and manage distributors, dealers, and channel partners to ensure strong zonal coverage.
• Expand retail channels including builders’ merchants, hardware & retail stores, applicators, and influencers in the market.

4. Customer & Project Engagement

• Build and maintain strong relationships with key customers such as contractors, builders, architects, engineers, and project consultants.
• Participate in project bidding/specification processes to ensure product approval and deployment.

5. Market Intelligence

• Monitor market trends, competitor activities, pricing strategies, and territory performance to suggest corrective actions.
• Provide market feedback to Product, Marketing, and Technical Support teams to drive product improvements and new launches.

6. Reporting & Administrative

• Prepare sales forecasts, MIS reports, and present revenue performance to senior management.
• Oversee credit control, collections, inventory levels, and logistics coordination within the zone.

📌 Required Qualifications & Experience

• Bachelor’s degree in Civil Engineering / Chemistry / Business / Marketing or related field; MBA (Sales & Marketing) preferred.
• 10–15+ years of relevant sales experience in construction chemicals, building materials or related B2B sales.
• Minimum 4–5 years in zonal or regional managerial roles handling multi-state sales teams.
• Proven track record of achieving sales targets and market expansion.

🧠 Desired Skills & Competencies

✔ Strategic Sales Planning & Execution
✔ Strong Team Leadership & Coaching
✔ Excellent Negotiation & Relationship Building
✔ Channel & Distributor Management
✔ Analytical Thinking & Market Awareness
✔ CRM & MS Office Proficiency
✔ High Travel Flexibility Across South India

📂 Key Performance Indicators (KPIs)

• Achievement of Sales & Revenue Targets
• Distributor/Channel Network Growth
• Market Share Increase (by product categories)
• Collections & Working Capital Efficiency
• Team Performance & Development