Territory Sales Manager
Kurnool, Andhra Pradesh, India
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JOB DESCRIPTION
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JOB TITLE : Territory Sales Manager
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DEPARTMENT : Sales & Field Marketing |
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POSITION REPORTING TO |
Zonal Sales Manager |
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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.
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KNOWLEDGE |
SKILLS |
ATTITUDE/ MOTIVES/ BEHAVIOURAL TRAITS |
JOB REQUIREMENTS |
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Knowledge of : - Agricultural Sciences - Crop Agronomy - Pests and diseases control methods - Farmers psychology - Local language |
Planning & Organizing |
Integrity |
EDUCATION : |
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Problem solving |
Proactive |
Essential Qualifications |
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(Must possess): |
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Customer relations |
Team working |
B.SC (Agri) |
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-Geographical knowledge of the area
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Timelines |
Desirable (Preferred qualifications) : |
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-Market intelligence (knowledge of competitors activities)
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Interpersonal relationships |
Customer orientation |
RELEVANT EXPERIENCE |
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Minimum years : |
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-An understanding of dealers behavior
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2-5 years |
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NATURE OF CONTACT |
INTERNAL CUSTOMERS* |
EXTERNAL CUSTOMERS** |
ANY OTHER SPECIFIC |
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Exchanging information |
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REQUIREMENT : |
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Answering queries |
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Extensive travelling |
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Dealing with complaints |
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Persuading or influencing for action |
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Working and staying in rural environment |
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Negotiating |
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Any other : |
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* Internal customers: Team members, colleagues, senior colleagues within and outside your department. |
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** External customers: Customers, clients, suppliers, business associates, public agencies etc. |
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