Territory Sales Manager

Job content

Job DescriptionJOB TITLE : Territory Sales ManagerDEPARTMENT : Sales & Field MarketingPOSITION REPORTING TOZonal Sales ManagerObjectiveTo achieve the organizational objectives to grow domestic sales and market share in respective districts from the territory. Ensure overall territory business is achievedJob Responsibilities

• To achieve the annual objectives – Sales, Receivables and Gross Contribution.
• To be within spend budgets – Traveling and Sales Promotion.
• To adhere to the Business policy Guidelines – Written Indents / Stock receipt acknowledgements, Quarterly balance confirmations, Leaky / Damage claims.
• Implementation of National / Zonal / Regional strategy – Product specific strategies at the territory level.
• To handle the “Channel” effectively – Placement and Liquidations.
• To recruit and train right FO’s.
• To plan and monitor the campaigns and submit the review reports – Demos, Farmer meets and Liquidation.
• To participate in Market Development activities – Demos, farmer meets and to develop testimonials from the satisfied farmers.
• To maintain the data base of Dealers, Farmers and Villages.
• To develop personal contacts with the progressive farmers.
• To maintain good relation with trade partners.
• Liaison with Department of Agriculture and University Scientists.
• To issue the Principal certificates timely and maintaining a record.
• Effective utilization of Sales Promo Inputs – Demo Samples, Handbills, Posters, Banners and POPs.
• Identifying the progressive farmers / potential village for Model Plot and to maintain Model plot effectively till Filed day / harvesting / Yield data generation.
• Obtaining the Indents / UC (Utilization certificates) from Department / Nodal agencies for Govt / Subsidy business.
• To submit timely Inter party stock transfers in case of Seeds.
• Timely submission of TES and Promo Claims to ZSM.
• To have a structured “Territory Profile” – Sale, Dealers, Farmers, Village, Competition, Market size particulars. To have SWOT analysis for self, Company, Market, Distribution.
• To prepare the short and long term goals for the territory.
• Market Intelligence and Market Knowledge of the territory.

KNOWLEDGESkillsATTITUDE/ MOTIVES/ BEHAVIOURAL TRAITSJob RequirementsKnowledge of :

• Agricultural Sciences
• Crop Agronomy
• Pests and diseases control methods
• Farmers psychology
• Local language

Planning & OrganizingIntegrityEducationProblem solvingProactive(Must Possess)Essential QualificationsCustomer relationsTeam workingB.SC (Agri)

• Geographical knowledge of the area

TimelinesDesirable (Preferred Qualifications)

• Market intelligence (knowledge of competitors activities)

Interpersonal relationshipsCustomer orientationRelevant ExperienceMinimum years :

• An understanding of dealers behavior

2-5 yearsNATURE OF CONTACTINTERNAL CUSTOMERS*EXTERNAL CUSTOMERS**Any Other SpecificExchanging informationRequirementAnswering queriesExtensive travellingDealing with complaintsPersuading or influencing for actionWorking and staying in rural environmentNegotiatingAny Other

• Internal customers: Team members, colleagues, senior colleagues within and outside your department.
• External customers: Customers, clients, suppliers, business associates, public agencies etc.