JOB TITLE : Zonal Sales Manager/ Regional Sales Manager
DEPARTMENT : Sales & Field Marketing
POSITION REPORTING TO
SBU Head
OBJECTIVE: To achieve the organizational objectives to grow domestic sales and market share in respective Zone. Ensure overall zonal business is achieved. Build platform for sustainable business growth by guiding TM in identification of new crops, new markets and help TM in working out short term and long term business strategy. JOB RESPONSIBILITIES: 1. Lead & support Business growth
Increase in market share crop wise / zone wise / territory wise
Sales achievement v/s target (Rs. Crores) and Market Share percentage for each territory
Increase in sales over previous year for each territory
Exceed / Maintain target achievements of focus products, crops in each territory
Product wise actual net realization v/s targeted net realization (for each territory)
Growth in volume of specialty / profitable products for each territory
Development and achievement of annual operating plan and budgets, in terms of revenue, EBITDA and market share
2. Improve Business Quality
Improvement in working capital by reduction in Inventory, overdues and improving collection
Develop, implement & manage sales and distribution network across the region, appoint channel partners (distributors, dealers, retailers etc.) Managing these channel partners an engaging them to drive our strategy & goal
Improving the territory productivity
3. Team Management
Ensuring capability development of the teams and optimizing their strengths
Nurture and build a high performing team
Succession planning for critical positions in the team
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 :
Analytical skills
Proactive
Essential Qualifications
(Must possess):
Problem solving
Team working
B.SC (Agri)
Geographical knowledge of the area
Risk assessment
Assertiveness
Desirable (Preferred qualifications) :
Market intelligence (knowledge of competitors activities)
Interpersonal relationships
Customer orientation
RELEVANT EXPERIENCE
Timeliness
Minimum years :
8-12 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.
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