Zonal Sales Manager - East

Position Title: Zonal Sales Manager - East
Position Type: Regular - Full-Time
Requisition ID: 42085
Zonal Sales Manager - East, Food Service
Kolkata
In every role, McCainers are ambitious, curious, and passionate about creating exceptional work experiences - together. With a customer-first mindset, we make doing business with McCain easy.
About the role.
What you'll be doing.

• Sales planning and target execution
  • Develop and implement East zone sales plan and business strategy aligned to National FS goal.
  • Set, monitor, and review sales targets (volume, value, coverage, distribution, and profitability) for East zone.

• Team leadership and coaching
  • Recruit, train, supervise, and motivate territory BDE/BDM'.
  • Conduct regular field visits, performance reviews, and coaching to improve productivity and execution at outlet level.

• Customer and channel management
  • Build and maintain strong relationships with key customers, distributors, modern trade, and other channel partners.
  • Negotiate listings, pricing, promotions, and visibility plans to drive sell‑out and shelf presence.
• Market and competitor analysis
  • Monitor market trends, competitor activities, and customer behavior within the zone.
  • Identify growth opportunities (new routes, formats, and customers) and adjust strategies to capture market share.

• Reporting and commercial control
  • Prepare and present regular sales reports, forecasts, and budgets to senior management.
  • Track KPIs such as sales performance, distribution coverage, stock levels, and claim payout efficiency within the zone.

What you'll need to be successful.

• Sales and distribution fundamentals
  • Strong understanding of the sales cycle, trade‑channel structures (distributors, customers, Modern trade- Walmart), and field execution processes (order collection, primary-secondary sales, claims, etc.).
  • Knowledge of sales‑and‑distribution (S&D) systems, MIS, and reporting tools used in your company.
• Commercial and analytical skills
  • Ability to read P&L, volume, margin, and profitability at state/zone level and take corrective actions.
  • Basic financial sense: understanding budgets, forecasts, and cost-conscious decision making.
• Market and customer understanding
  • Knowledge of market trends, consumer behavior, and trade practices in both urban and rural markets within the zone.
  • Awareness of competitor strategies, pricing, and promotional activities.
• Category and channel management
  • Familiarity with category, channel, and activation plans (trade schemes, POSM, promotions, listings) and how they translate into field execution.

• Experience

• • Typically, 10-12+ years in sales, with at least 3-4 years in a managerial or leadership role (ASM, RSM, or equivalent).
  • Proven track record of achieving or exceeding sales targets at territory/region level.
  • Strong communication, negotiation, and influencing skills with internal stakeholders (HQ, marketing, trade) and external partners (distributors, key accounts).
  • High resilience, problem ‑ solving, and ability to work under pressure with frequent travel and field visits

About the team.

• You'll be part of the Food Service Sales team, focused on driving growth in the HORECA segment.
• The team structure includes Sales Executives, TSIs, Supervisors, and Line Managers, all working collaboratively to expand market presence.
• This role acts as a bridge between distributors, clients, and internal leadership, ensuring smooth execution of sales strategies.
• The team culture emphasizes accountability, relationship management, and commercial discipline, with a strong focus on achieving business targets.
• You'll play a pivotal role in expanding the Food Service footprint while maintaining operational excellence.

About McCain.
Click Here to learn more about McCain and how we provide you with opportunities to make an impact that matters.
Leadership principles.
At McCain, our leadership principles guide how we engage with customers, collaborate as a team, and achieve success. We focus on understanding customer needs, driving innovation, empowering people, and taking ownership to clear obstacles and deliver results.
The McCain experience.
We are McCain. This statement is a testament to our collective strength and our individual value. Your contributions play a vital role in our success. Our winning culture is rooted in authenticity and trust, empowering us to bring out the best in one another. Here, you'll find opportunities to learn, grow, and thrive. Join us and experience why we're better together.
Our purpose is grounded in building meaningful relationships. We're big believers in the power of working together in person-it helps us stay connected, collaborate more effectively, and grow as a team. At the same time, we recognize the importance of flexibility. Most office-based roles follow a hybrid model, with the option to work remotely two days a week. There may be exceptions depending on the role and location, so we encourage you to speak with your recruiter for more details.
McCain Foods is an equal opportunity employer. As a global family-owned company, we strive to be the employer of choice in the diverse communities around the world in which we live and work. We recognize that inclusion drives our creativity, resilience, and success and makes our business stronger. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, age, veteran status, disability, or any other protected characteristic under applicable law.
McCain is an accessible employer. If you require an accommodation throughout the recruitment process (including alternate formats of materials or accessible meeting rooms), please let us know and we will work with you to find appropriate solutions.
Your privacy is important to us. By submitting personal data or information to us, you agree this will be handled in accordance with McCain's Global Privacy Policy and Global Employee Privacy Policy , as applicable. McCain leverages AI in the hiring process, though all final decisions are made by humans. You can understand our approach to AI and how your personal information is being handled here .
Job Family: Sales
Division: India
Department: East Sales FS
Location(s): IN - India : West Bengal : Kolkata
Company: McCain Foods(India) P Ltd