Zonal Sales Manager

Zonal Sales Head -South based in Chennai (KOEL Fluid Dynamics Business Unit)

Role Overview:

Zonal Sales Head drives sales growth in south zone by leading a sales team, developing strategic plans, achieving targets, managing key customer relationships, and coordinating with marketing, all while analyzing market trends and reporting performance to senior management. Key duties include setting goals, motivating staff, implementing company policies, managing budgets, ensuring stock availability, and acting as the bridge between corporate strategy and local execution. He /she will be acting as the link between corporate strategy and on-the-ground sales, responsible for both leading people and managing numbers to achieve zonal growth.

Key Performance Areas (KPAs):

• Budgeting and Planning: Prepare the regional budget in line with company objectives. This includes establishing short-term and long-term corporate goals and developing comprehensive business plans to achieve them.
• Revenue Strategy: Develop and implement strategies to achieve targeted revenues. This should include a detailed analysis of business opportunities to assess revenue potential and the economics of each product line.
• Sales and Collections: Ensure consistent monitoring of sales and collections across all areas and months, broken down by product.
• Market Expansion: Build targeted strategies for the expansion of existing markets, specifically for our focus products.
• Operations and Compliance: Ensure the full implementation of all company policies and SOPs. This includes overseeing the proper storage and handling of stocks within the division.
• Develop the sales field team through structured training and on-the-job coaching.
• Establish clear performance expectations and conduct regular reviews of individual performance.
• Dealer Management: Identify and network with prospective dealers while formulating strategies to build a loyal dealer base.
• Business Development: Generate business from existing accounts to achieve profitability and increased sales growth.
• Relationship Management: Maintain healthy business relations with major dealers to ensure maximum customer satisfaction through strict adherence to delivery and quality norms.
• Marketing & Promotion: Execute brand promotion, demand creation, and market development activities within the assigned area.
• Sales Operations: Ensure area-wise, month-wise, and product-wise sales and collections are achieved.

Experience & Qualifications:

• Years of Service: Experience of 15 – 22 years in sales and driving a result driven team
• Domain Expertise: Deep knowledge of Pumps, Motors, and Internal Combustion (IC) Engines in the south zone is a must have skill set
• Education: B.E./B.Tech (Mechanical/Electrical) or equivalent. An MBA or a Master’s in Business Management is a significant plus.

Competencies for Success:

• Customer Service Orientation: Must have a positive attitude and being eager to help when working with a customer.
• Agility: Must have the agility to present & communicate at all levels
• Analytical Rigor: Excellent in analytical skills and ability to assess risk and opportunity

The Organization Structure

• Reporting to: Business Unit Head
• Direct Reports: South Zone Sales Team
• Dotted Line: India Sales Head (KOEL)