Job Description

Job Title:

Zonal Business Manager (ZBM)

Role Overview:

The role will oversee sales & Demand Generation operations across multiple territories within their zone. This role involves direct selling, driving demand creation, and managing a team of retailers. The ZBM will provide leadership and vision for channel partners while implementing sales policies and programs to achieve sales and profit goals for their zone.

Key Responsibilities:

Develop and execute sales strategies for the assigned territory in line with the business plan. Drive sales volume, ensure timely receivables collection, and implement the go-to-market (GTM) strategy effectively. Oversee DG activities to ensure delivery of liquidation goals for their regions. Create and roll out the district business plan each year to align with company goals. Lead and develop the team by identifying talent, mentoring, and fostering growth. Identify, recruit, and nurture profitable selling retailers, direct buyers, and customers. Plan and conduct retailer/customer meetings and field days to strengthen relationships and drive business. Build and maintain strong connections with retailers, customers, and key business partners to drive joint DG initiatives. Optimize territory operations through market penetration, resource allocation, and block analysis. Map out customer engagement activities, set goals, and track progress to drive sales. Strengthen retail presence by improving penetration, increasing depth, and growing counter share. Utilize sales planning, forecasting, and performance monitoring mechanisms to track progress and take corrective action when needed. Optimize the use of channel partner programs to enhance brand positioning & drive business growth. Monitor and optimize sales fixed costs while ensuring business quality through efficient sales returns and collections. Collaborate with ZDCL to drive the effective execution of DG activities, including targeted farmer engagement programs, field demonstrations, and other strategic initiatives. Gather and share market intelligence and customer feedback with the DG team to enhance and refine DG strategies.

Activity Plan Breakdown:

Retail Servicing & Territory Planning (35%) -

Plan and execute retail servicing strategies, ensuring effective territory coverage and market penetration (7 days/month).

Distribution Management (15%) -

Oversee distribution channels to ensure smooth product availability and sales execution (6 days/month).

DG Delivery Supervision (35%) -

Monitor and supervise DG delivery to efficient execution (7 days/month).

Reporting & Leadership Engagement (15%) -

Participate in reporting, leadership meetings, team discussions, business review meetings (BRM), and performance analysis to drive strategic decision-making (3 days/month).

Qualification, Experience & Skills:

Bachelor's / Master's Degree in Agriculture. Experience - Total of 7 to 10 years of experience in the Seeds & Agrochemicals industry. Planning and Execution Skills - Capable of establishing business plans and driving execution. Business Knowledge - Apply and maintain agronomic technical/functional expertise. Technical Skills - Knowledge and proficiency with Microsoft Office Suite, specifically Word, Excel, and Outlook. Self-Management Skills - Inspire trust, demonstrate adaptability, practice self-development and discipline. Ability to work independently with successful timely completion of quality deliverables. Maintain high levels of integrity and perform with minimal supervision. Strategy Skills - Create customer loyalty. * Interpersonal Skills - Build relationships and manage conflict with retailers.