Job Title

About Kapiva: Kapiva is a modern ayurvedic nutrition brand focused on bringing selectively sourced, natural foods to Indian consumers. We help bring the wisdom of India’s ancient food traditions to modern-day consumers. Kapiva's high-quality portfolio offers products across various therapy areas including skin & hair, digestion, weight management, immunity, chronic issues, & much more. Our products are top performers on online marketplaces (Amazon, Flipkart, Big Basket, Nykaa, etc), we're growing our presence offline in a big way (Reliance, Nature’s Basket, Noble Plus etc.) & are funded by India’s best Consumer VC Funds – Orbimed Fireside Ventures, Vertex Ventures, Sharrp Ventures, 3One4 Capital & Jetty Ventures. The team at Kapiva is headed by the Co-Founders: Ameve Sharma: worked @McKinsey, @Baidyanath studied @INSEAD & NYU Shantanu S: Ex-PG & CMO Uniqlo India ; IIM C Alum Anuj Sharma: Ex- Hotstar , Ex- Myntra ; ISB We’re creating a new brand with a unique story & are looking for a team to help us grow our business. You’d be joining a young, hungry team with a culture of honesty, humility, & hard work. Role Brief:Kapiva is looking for a dynamic and results-oriented Zonal Sales Manager (ZSM) to lead and manage sales operations across the East zone, based in Kolkata. The ZSM will oversee key territories in West Bengal, Bihar, Jharkhand, Orissa, and the North East. This is a high-impact role for an individual with a strong background in FMCG sales leadership, preferably in the pharma or nutraceutical sector, who will drive growth, manage distribution networks, and lead a high-performing team.Key Responsibilities:Sales Strategy & Planning:Develop and execute zonal sales strategies in alignment with Kapiva's goals, with a focus on growth and market share expansion in the East zone.Set clear and measurable sales targets for each territory within the zone and regularly monitor progress against these targets.Analyze market trends, customer needs, and sales data to identify opportunities and challenges across West Bengal, Bihar, Jharkhand, Orissa, and the North East.Lead regular sales performance reviews with Area Sales Managers (ASMs) to ensure strategic alignment and optimal execution across the region.Team Leadership & Development:Lead, mentor, and motivate a team of Area Sales Managers and Sales Officers/Executives across the assigned region.Provide coaching and guidance to the sales team to enhance skills, product knowledge, and performance.Recruit, train, and onboard new Sales Officers/Managers as per the budget and sales plan, ensuring talent alignment with Kapiva's growth objectives.Distribution Network Management:Build and maintain strong relationships with key distributors, retailers, and channel partners in the East zone.Ensure effective and efficient distribution network management, including monitoring stock levels, delivery timelines, and product availability.Implement promotional activities, sales incentives, and campaigns at the retail level to drive demand and ensure market penetration.Market Analysis & Competitor Monitoring:Regularly conduct market research to understand regional consumer behavior, emerging trends, and competitor strategies in each territory.Analyze competitive activities, pricing models, and market share dynamics, and adjust sales strategies accordingly.Provide insights and recommendations to the senior leadership team based on market conditions and competitor activities.Budgeting & Financial Management:Prepare and manage the zonal sales budget, ensuring resources are allocated efficiently to maximize sales opportunities and meet revenue targets.Track sales performance against the budget and identify opportunities for cost optimization and increased profitability.Required Skills & Qualifications:Proven track record in sales leadership roles, ideally within the FMCG, Pharma, or Nutraceutical industry.Strong understanding of the East zone, including regional nuances, sales channels, and distribution networks across West Bengal, Bihar, Jharkhand, Orissa, and the North East.Excellent communication, interpersonal, and negotiation skills, with the ability to manage multiple stakeholders.Analytical mindset with the ability to derive actionable insights from sales data and market trends.Strong leadership qualities, capable of building and motivating a high-performing sales team.Proficiency in MS Office applications, CRM tools, and sales reporting systems.Education & Experience:Bachelor's degree in Business, Marketing, or a related field (MBA preferred).10-15 years of experience in sales management, with at least 5-7 years in a leadership role in FMCG, Pharma, or Nutraceuticals.Experience in managing a large geographical territory with multiple markets is a plus.