Job Description

Position Description

Business Division:

Agri Input

Department:

Brand Sales

Location:

PAN India

Position Title:

Territory In Charge

Level:

E3-J3

Reporting to (Title):

Regional In Charge

Position Purpose

The role holder is responsible for achieving the sales, collection and market penetration targets for the assigned territory. The role is responsible for ensuring completion of all documentation and reconciliation related to dealers / distributors, execution of promotion campaigns & product trainings as per plan, and handling of customer complaints, as per specified procedure. To have full knowledge

Strategic Responsibilities

• Provide inputs for Annual business planning for the assigned territory viz. sales forecasts, new customer projections to the Regional Manager for necessary approvals.
• Devise appropriate strategies / initiatives for achievement of target sales from new customers (for example, new customer prospecting, product training, promotion campaigns)
• Design & implement initiatives to improve channel partner quality (for example, dealer productivity, new dealer development)

Operational Responsibilities

Sales Operations

• Prepare sales orders by collating inputs from Market Development Officers (MDO) & Field Assistants (FA) and channel partners
• Follow up for Sales Collections from the concerned channel partners through appropriate tracking/ reconcillations follow up and closure of pending payments.
• Update RP, CP, FAP, and TP details of territory in the system on a regular basis.
• Ensure completion of necessary credit process documentation related to channel partners (for example, Balance confirmation on quarterly basis, Accounts Settlements)
• Provide inputs for Credit Appraisal reports and determination of credit Limits to channel partners.
• Ensure updation of credit details on a regular basis, as per guidelines.
• Responsible for appointment of Dealers & Distributors, renewals of dealer agreements, as per procedure.

Marketing Support

• Ensure completion of demos for existing products, through appropriate reviews and field visits with the Market Development Officers / Field Assistants.
• Coordinate with the Marketing Manager for pre-launch activities (For example, Demos, Group Meetings, Farmer meetings).
• Facilitate new product training programs for farmers, along with the Marketing Manager
• Provide Inputs to the Regional In charge and HO Sales & Marketing team on promotional strategies that can be used in the territory.
• Ensure seamless execution of planned promotion initiatives in the territory (for example, Selection of villages for development activities, allocation to MDOs and Field assistants, time plan for execution).
• Be the brand ambassador for building PI as a preferred brand with farmers.

Customer Complaints Handling

• Ensure handling and resolution of customer complaints as per specified procedure
• Provide necessary inputs / support to the Market manager for handling new product related customer complaints

MIS & Reporting

• Ensure daily / weekly / monthly reports are collated and submitted, as per specified formats and timelines (for example, Sales, Collections, Stock, Reconciliation issues, Promotion activities)
• Ensure collation and maintaining data for lead generation activities, e.g. contact information of high net worth farmers, new prospects, dealer performance etc.

Financial Responsibilities

• Achieve planned Field sales and collection targets for the territory (for example, monthly, half yearly, annual).
• Achieve planned Institutional sales to Government and allied agencies in collaboration with the concerned stake holders (for example, Institutional Sales & Exports team)
• Provide inputs for formulation of pricing schemes and also on shortages / surplus material at the dealers / distributors on a regular basis.

Ensure expenditure for Travel & Field Promotion activities as per the budget and provide inputs to the Regional In Charge on variances and exceptions

People Responsibilities

• Supervise the team of Market Development Officers (MDO) and Field Assistants (FA)
• Review performance of the team and provide necessary feedback (for example, field visit plan adherence, status of planned promotional campaigns, number of farmers trained, on time reports submission)
• Guide the team to achieve the planned territory targets & provide necessary training (for example, training on product knowledge, joint field visits to high profile farmers, resolution of escalated issues)

Education Qualification

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

Work Experience

2 to 5 years experience in territory sales and market development , in Agri input industry

Industry to be Hired from

Agri Input experience preferred

Functional Competencies

• Sound Product Knowledge
• Market Knowledge
• Excellent Selling Skills
• Excellent Knowledge of sales, credit process and dealer management process
• Knowledge of the budgeting process
• MS Office Skills

Interaction Complexity and Team Work

Interaction

Frequency

Purpose of Interaction

Internal :

• Regional Manager, Marketing Manager, Market Development Officers, Field Assistants, Institutional Sales & Exports

As and when required

Sales, Collections, Dealer performance, Institutional sales, Promotions, product training, Customer complaints resolution, Reporting

External :

• Farmers, Dealers / Distributors, Retailers, Institutions

As and when required

Sales, Collections, Stock reconciliation, Product Training, Product feedback