Job Description

Job Id: 5756

City: Patna, Bihar, India

Department: Field Sales

Function: Sales, Marketing and Alliance

Employee Type: Permanent Full Time

Seniority Level: Associate

Description:

JOB DESCRIPTION



JOB TITLE : Territory Sales Manager

DEPARTMENT : Sales & Field Marketing




POSITION REPORTING TO

Zonal Sales Manager


OBJECTIVE: To achieve the organizational objectives to grow domestic sales and market share in respective districts from the territory. Ensure overall territory business is achieved
JOB 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.

KNOWLEDGE

SKILLS

ATTITUDE/ MOTIVES/ BEHAVIOURAL TRAITS

JOB REQUIREMENTS


Knowledge of :

• Agricultural Sciences

• Crop Agronomy

• Pests and diseases control methods

• Farmers psychology

• Local language

Planning & Organizing

Integrity

EDUCATION :



Problem solving

Proactive

Essential Qualifications


(Must possess):


Customer relations

Team working

B.SC (Agri)

• Geographical knowledge of the area

Timelines

Desirable (Preferred qualifications) :

• Market intelligence (knowledge of competitors activities)

Interpersonal relationships

Customer orientation

RELEVANT EXPERIENCE


Minimum years :

• An understanding of dealers behavior

2-5 years



NATURE OF CONTACT

INTERNAL CUSTOMERS*

EXTERNAL CUSTOMERS**

ANY OTHER SPECIFIC


Exchanging information

REQUIREMENT :


Answering queries

Extensive travelling


Dealing with complaints


Persuading or influencing for action

Working and staying in rural environment


Negotiating


Any other :

• Internal customers: Team members, colleagues, senior colleagues within and outside your department.

** External customers: Customers, clients, suppliers, business associates, public agencies etc.