Regional / Zonal Sales Manager Retail & Distribution

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.