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Territory Sales Manager

Job Id: 10049

City:

Karnal, Haryana, India

Department: Sales

Function: Sales & Commercial

Employee Type: Permanent Full Time

Seniority Level: Associate

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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			Working and staying in rural environment
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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Territory Sales Manager

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