Territory Sales Manager

Role OverviewThe Territory Sales Manager (TSM) will be responsible for driving sales growth and expanding market share within the assigned territory through effective management of dealer and distributor networks. The role involves demand generation, channel strengthening, stakeholder management, and territory development to achieve business objectives.Key

Responsibilities

1️⃣ Sales & Revenue GrowthAchieve monthly, quarterly, and annual sales targets for the assigned territory.

Drive primary and secondary sales through dealers and distributors.

Ensure product availability and healthy inventory levels across the channel.

Focus on increasing market share and expanding product penetration.

2️⃣ Channel ManagementAppoint, develop, and manage distributors and dealers within the territory.

Strengthen relationships with channel partners to improve performance and loyalty.

Monitor distributor ROI, stock levels, and liquidation.

Ensure adherence to company policies and credit norms.

3️⃣ Demand Generation & Field Activities

Plan and execute demand generation activities such as farmer meetings, product demonstrations, field days, and promotional campaigns.

Support channel partners in executing local marketing initiatives.

Provide technical product guidance to dealers and farmers.

4️⃣ Team & Stakeholder Management

Lead and guide field staff (if applicable) to ensure effective territory coverage.

Collaborate with marketing, supply chain, and finance teams for smooth operations.

Build strong relationships with key influencers, progressive farmers, and opinion leaders.

5️⃣ Market Intelligence & Analysis

Conduct regular market surveys to track competitor activities, pricing, schemes, and product performance.

Analyze crop patterns, acreage, and seasonal demand trends.

Provide timely market feedback and business forecasts to management.

Key Performance Indicators (KPIs)Sales achievement vs. targetSecondary sales growthDistributor productivity & coverageDemand generation effectivenessMarket share growthCollection efficiency

Required Qualifications & ExperienceBachelor’s/ Post Graduate degree in Agriculture.6–8 years of experience in agrochemical sales through dealer/distributor channel.Strong understanding of crop patterns and regional agricultural practices.Proven track record of territory growth and channel development.

Key Skills & CompetenciesStrong sales and negotiation skillsChannel management expertiseMarket analysis and business planningTeam leadership abilityExcellent communication and relationship management skillsResult-oriented with strong execution capability