Zonal Sales Manager (B2C)

Zonal Manager – Cars24

Location: Bangalore, Karnataka

Function: Business / Sales & Operations

Experience: 5+ years

Employment Type: Full-time

Cars24 is building the future of mobility by making buying and selling used cars simpler, faster and more transparent. The company operates across a technology-led automotive ecosystem spanning customers, vehicle sourcing, inspection, procurement, inventory, retail and partner/dealer networks.

At Cars24, we are looking for leaders who can combine business ownership, people leadership, operational discipline and data-driven decision making to build high-performing markets.

About the Role

As a Zonal Manager (ZM), you will own the performance of your assigned zone/territory and be responsible for driving business growth, team productivity, operational efficiency and customer/dealer experience.

This is a hands-on leadership role where you will work closely with cross-functional teams across Sales, Procurement, Inspection, Operations, Retail, Pricing, Supply and Dealer/Partner ecosystem.

You will be expected to understand the complete business funnel, identify gaps through data and convert insights into measurable actions.

What you will own

1. Business & Revenue Growth

• Own the overall business performance of the assigned zone.
• Drive daily, weekly and monthly business targets.
• Identify growth opportunities across markets, locations, customer segments and vehicle categories.
• Build and execute territory-level growth plans.
• Track business performance against targets and take corrective action quickly.
• Drive new initiatives and ensure successful execution at the ground level.

2. Team Leadership & People Management

• Build, manage and mentor a high-performing team.
• Set clear individual and team-level goals.
• Conduct regular performance reviews and identify productivity gaps.
• Coach Team Leads and frontline teams to improve conversion and output.
• Create a performance-oriented culture with strong ownership and accountability.
• Identify high performers and build a strong leadership pipeline.
• Address underperformance through structured action plans.

3. Sales & Conversion

• Own the complete sales funnel and improve conversion at every stage.
• Analyse lead generation, customer connects, inspections, negotiations, approvals, tokens and closures.
• Identify leakage points and implement corrective actions.
• Improve team productivity through structured reviews, call monitoring and performance coaching.
• Ensure strong execution of daily business plans.

4. Procurement & Supply

• Drive quality vehicle sourcing and procurement within the zone.
• Improve inspection-to-procurement and procurement-to-stock-in conversion.
• Monitor vehicle quality, pricing, acceptance and buying trends.
• Work closely with pricing and procurement teams to improve competitiveness while maintaining business quality.
• Identify gaps in sourcing, dealer participation and vehicle availability.
• Build a healthy and sustainable supply pipeline.

5. Dealer / Partner Management

• Build strong relationships with dealers and key business partners.
• Improve dealer engagement, transactions and repeat business.
• Identify dealer-level performance gaps and create targeted action plans.
• Resolve escalations and operational bottlenecks with the right internal stakeholders.
• Improve dealer experience and reduce avoidable escalations.

6. Data & Performance Management

• Use data to understand business performance rather than relying only on assumptions.
• Track key metrics on a daily and weekly basis.
• Analyse trends by location, team, product, vehicle category, price/ASP bucket and conversion stage.
• Identify the root cause behind performance gaps.
• Translate analysis into clear action plans with owners and timelines.
• Build a culture where teams use data to make decisions.

7. Operational Excellence

• Ensure smooth execution across the assigned territory.
• Identify process bottlenecks and eliminate operational inefficiencies.
• Improve turnaround times and adherence to defined processes.
• Ensure strong coordination between central and field teams.
• Drive consistent execution across all locations under the zone.

8. Cross-functional Leadership

• Work closely with Sales, Procurement, Pricing, Operations, Retail, Finance, HR and other central teams.
• Escalate critical business challenges with data-backed recommendations.
• Ensure alignment between central strategy and ground-level execution.
• Take ownership of problems beyond functional boundaries and drive them to closure.

Key Success MetricsYour performance will be measured through a combination of:

• Revenue / business growth
• Target achievement
• Lead-to-sale conversion
• Inspection productivity
• Procurement / buying performance
• Vehicle quality and acceptance
• Stock-in performance
• Team productivity
• Dealer / partner productivity
• Customer experience
• Operational TAT
• Cost and process efficiency
• Team retention and development
• Execution of strategic initiatives
• What We're Looking ForMust Have5+ years of experience in team handling and business operations/sales.
• Strong experience managing frontline or field teams.
• Strong understanding of business targets, sales funnels and conversions.
• Excellent analytical and problem-solving ability.
• Strong command of Excel / Google Sheets and ability to work with business data.
• Ability to manage multiple stakeholders and work in a fast-paced environment.
• Strong ownership mindset with the ability to operate independently.
• Willingness to work closely with teams on the ground.
• Automobile / used-car industry experience is preferred.
• For Bangalore: Kannada proficiency is preferred/required depending on territory.
• You will stand out if you haveExperience managing a large territory or multiple locations.
• Experience in automotive, mobility, e-commerce, retail, BFSI or other high-volume businesses.
• Experience managing sales + operations simultaneously.
• Strong understanding of used-car buying/selling, vehicle inspection, pricing or dealer ecosystems.
• Proven ability to turn data into business actions.
• Experience building teams from the ground up.
• Strong stakeholder management and negotiation skills.
• A track record of consistently delivering against ambitious targets.
• 
  

We are looking for someone who:

Thinks like a Business Owner

Doesn't wait for problems to reach them. Identifies opportunities and takes ownership.

Is Data Driven

Can look at a dashboard, identify the real problem and translate it into action.

Builds Teams

Doesn't just manage people — develops leaders, coaches teams and creates accountability.

Moves Fast

Can make decisions, execute quickly and adapt when business conditions change.

Understands the Ground Reality

Is comfortable spending time with frontline teams, customers, dealers and operational teams.

Has High Ownership

Takes responsibility for outcomes and works across functions to get things done.

Why Join Cars24?At Cars24, you get the opportunity to work in a technology-led automotive business that is transforming how customers buy and sell used cars. The company highlights opportunities across operations and supply chain, technology, corporate functions and marketing, with an emphasis on innovation, collaboration and continuous growth.

If you enjoy building teams, solving complex business problems, working with data and owning a market end-to-end, this is an opportunity to make a significant impact.