Zonal Business Manager

About the role

The Zonal Business Manager is responsible for leading a team of Territory Sales Managers and distributor sales personnel within a defined geographic zone. The role focuses on achieving revenue, subscriber, and distribution targets while ensuring high route productivity and effective market coverage.

Key responsibilities

• Provide leadership to Territory Sales Managers and distributor sales teams, setting SMART objectives and reviewing performance regularly.
• Ensure compliance with best‑practice distribution processes, recommend improvements, and monitor quality of implementation.
• Coordinate and drive the achievement of KPI targets in line with group benchmarks.
• Recruit, develop, and manage staff, conduct performance reviews, and hold regular team meetings.
• Prepare timely management reports on team and individual performance against operational benchmarks.
• Manage distributor performance, mobilising their capability to meet investment and execution benchmarks.
• Represent the zone in departmental and inter‑departmental meetings, advocating the distribution agenda.
• Deliver on‑the‑job training to sales managers, agents and distributors to enhance execution capability.
• Utilise distribution structures and sales channels to drive promotional activities and sales.
• Gather and relay market intelligence and competitor developments to senior management.

Required profile

• Bachelor’s degree in Business Administration, Marketing or a related field.
• Minimum 4 years of experience in sales and distribution, with at least 5 years in a management role within FMCG.
• Strong interpersonal and people‑management skills, with a focus on results and change management.
• Excellent communication abilities and a proactive attitude.

Required skills