Vacancies at TGI Group

HIRING

Zonal Sales Manager – Indirect Modern Trade (IMT)

Locations: South West | East | North
Openings: 3 Positions

Female candidates are strongly encouraged to apply.

Role Summary

The Zonal Sales Manager (ZSM – Indirect Modern Trade) will drive end-to-end business delivery across assigned zones covering Local Modern Trade supermarkets, neighbourhood chains, and small-format stores through multi-distributor indirect coverage.

The role involves leading Local KAMs and field teams, governing distributor operations, ensuring strong demand capture to fulfilment, and driving profitable growth with superior in-store execution and disciplined RTM operations.

Key Responsibilities

1. Business Delivery & Target Achievement
• Own and deliver monthly, quarterly, and annual targets (Volume, Value, NSV, Distribution, Coverage).
• Drive structured demand capture across all outlets through Local KAMs and KAEs.
• Monitor category and SKU-level performance and close gaps proactively.

2. Leadership & Capability Development
• Lead and develop Local KAMs, KAEs, ISRs, and distributor teams.
• Guide Local KAMs on planning, execution, and performance management.
• Conduct joint market working across clusters.
• Drive coaching, reviews, and structured capability development.

3. Distributor Management & Operational Governance
• Oversee operations of multiple distributors across clusters.
• Monitor distributor ROI, profitability, manpower productivity, and route efficiency.
• Ensure stock hygiene: FIFO, ageing control, batch freshness, and expiry management.
• Govern credit utilization, claim settlement, and service KPIs.
• Align distributor infrastructure (vehicles, manpower, tools) with business scale.

4. Demand Capture to Demand Fulfilment
• Ensure seamless flow from KAE order capture to distributor servicing.
• Track fulfilment rates, OOS, TAT, and route productivity.
• Drive high-quality order capture and service discipline.

5. Execution Excellence in Local MT
• Drive availability, visibility, planogram adherence, and promo compliance.
• Ensure effective POSM deployment and activation readiness.
• Conduct outlet audits covering pricing, promotions, share of shelf, and visibility.

6. Coverage Expansion & New Outlet Development
• Lead expansion into new MT clusters, neighbourhood supers, and white-space areas.
• Drive new outlet onboarding (OL hunting).
• Support distributor expansion to improve reach and coverage.

7. Performance Review & Reporting
• Lead cluster performance reviews and action planning.
• Provide regular business, execution, and distributor performance reports.

Eligibility Criteria
• MBA preferred.
• 8–12 years of FMCG sales experience with exposure to MT/GT, KA, Distributor & RTM.
• Proven experience in team leadership and multi-distributor management.
• Strong analytical, planning, and problem-solving skills.
• Proficient in Excel, reporting systems, and DMS/SFA tools.
• Strong leadership, negotiation, and communication skills.
• Execution-focused with a strong ROI and distributor management mindset.
• Highly mobile and comfortable managing multiple clusters.

How to Apply

Email your CV to: careers.tgidistri@clicktgi.net
Subject Line: Zonal Sales Manager
Please mention your preferred location in the application.