Position Description

Position Purpose

The role holder will lead a team of territory in charges and is responsible for achieving the sales, collection and market penetration targets for the assigned region. The role is responsible for ensuring review and adherence to regional sales processes, dealer management, new product initiatives and promotion campaigns, coordination of stock availability through the depots, resolution of customer complaints and other escalated issues.

Strategic Responsibilities

• Provide inputs for Annual planning & budgeting exercise for the assigned region (for example, sales forecasts, new customer / dealer projections, new product sales, sales revenues by product category).
• Devise appropriate strategies / initiatives for achievement of target sales for the region.
• Identify & evaluate new dealerships and submit proposals to zonal manager to expand PI presence in the region / zone (for example, dealer capability, investment potential, cultural fit)
• Review and ensure implementation of new product initiatives and demand generation activities, in coordination with the Territory In Charges and Marketing Managers (for example, promotion campaigns, new product trainings, farmer meets, feedback on product trials)
• Represent the Business in external forums and associations, as required.

Operational Responsibilities

Sales & Operations Management

• Review and ensure compliance to sales processes in the region, as per procedure.
• Work with the Territory In Charges to resolve resource and budget constraints.
• Ensure communication of company policies, sales schemes, offers, credit processes etc., to the channel partners on a regular basis.
• Manage dealers/distributors in the region, including dealer performance and credit processes (for example, credit limits, credit process documentation, dealer productivity, renewals of dealer agreements).
• Provide updates on dealer performance, and escalate dealer issues to the concerned relationship manager, as required.
• Ensure coordination of depot activities in the region, in collaboration with the Depot in charge (for example, timely availability of stocks, stock reconciliations, depot administration, escalation of stock related issues)
• Organize sales review meetings for the region and work with the Territory In Charge to review sales performance and drive corrective actions in order to meet targets (for example, sales performance, collections, inventory issues, dealer issues)
• Resolve escalated farmer queries and customer complaints through collaboration with the concerned stake holders (for example, production, supply Chain, product development) Compliances

• Ensure compliance to statutory & organization policies including safety, health, environment in the region (for example, safety requirements at the depots / warehouses, license renewals, registrations) Reporting
• Ensure timely collation & completion of all MIS / performance reports for the region (for example, sales, collections, dealer performance, promotions, feedback of product trials).
  

Improvement Initiatives

• Be a team member for identified regional improvement initiatives in areas of sales, customer relationships, etc.

Financial Responsibilities

• Ensure achievement of planned sales and collection targets for the region (for example, deployment of sales plan and quota for territories, review of performance, feedback and corrective actions )
• Review and ensure adherence to regional expenses, as per budget (for example, travel, field promotion, special initiatives)
• Provide necessary inputs for formulation of pricing schemes to the concerned stake holders (for example, marketing, finance) through appropriate competitor intelligence and market feedback.

People Responsibilities

• Review performance of the team and provide necessary performance feedback.
• Ensure adequate staffing of territories, as per staffing plan
• Mentor the team to achieve the planned sales targets and provide support on professional and individual development (e.g. training, individual development plan, support on technical issues )

Education Qualification

B.Sc (Agri)/M.Sc(Agri) /MBA

Work Experience

• 6 to 10 years experience in Agri input sales
• Minimum 3 years experience as a Territory Incharge required.
• Experience of having worked in different geographies preferred

Industry to be Hired from

Agri Input experience preferred

Functional Competencies

Interaction Complexity and Team Work