Role Description To achieve the organizational objectives to grow domestic sales and market share in respective Region, ensuring overall region business is achieved and building platform for sustainable business growth by guiding Territory Manager in identification of new crops, new markets and help them in working out short term and long-term business strategy. Responsibilities - Manage sales growth in line with company objectives. - Increase market share crop wise / region wise / territory wise with the focus of New Product Initiative Sales achievement v/s target (Rs. Crores) and Market Share percentage for each region / territory. - Exceed / Maintain target achievements of focus products, crops in each region/ territory. - Increase in sales over previous year for each territory. - Development and implementation of strategies to increase the profitability and broaden the product base of the business. - Credit Management: - Average outstanding debtor’s days. - Bad debts as a % of sales for each territory / state and zone. - Accuracy in budgeted monthly collection target v/s achievement. - Cash sales percentage v/s actual target. - Increase in cash sales % over previous year. - Depot Management Resource Management Team Building: - Allocate the annual budgets within the team based on the market potential. - Submit RSP timely and maintain 90% accuracy levels. - Create market demand for key products. - Branding exercise - Masters Meet / promotional Innovation Initiatives. - Motivate the team for better productivity and channel for increasing top line and reach. - Effective inventory management – Depot, Channel level. - Control the debtor / outstanding sales days. - Identify market gaps / Distribution / Channel gaps. - Appoint the right distributors / dealers. - Guide and Monitor the Territory Managers in achieving their annual objectives. - Effective utilization of resources such as Team, Distribution and Sales Promotion budgets. - Demonstrate effective leadership skills in handling the team members and retaining them intact for longer periods. - Liaison with Department of Agriculture and University Scientists. - Have good market intelligence, trends, and knowledge. Guide team to achieve following: - Obtaining the weekly / campaign review reports. - Obtaining TES / Promotional Expense claims timely. - Conduct the monthly meets for review and preview purpose. - Provide the team ageing/ outstanding statements. - Scrutinize and clear the CFA claims wherever applicable. - Obtain timely UCs from Department thru team members in case of Govt. / Subsidy business. - Effective utilization of discounts. - Control the stock movement / infiltrations at inter distributor / inter territories. - Implementation of “Business Policy Guidelines” – Written Indents / Stock receipt acknowledgements, Quarterly balance confirmations, Leaky / Damage claims. - Participate in campaigns and Field Officer Review meets. - Maintain the Data base of Farmers, Villages and Dealers. - Prepare the short- and long-term plans for the region. - Identify and prepare the future leaders from the team. Qualifications - B.Sc./ M.Sc. in Agriculture. - MBA in Marketing will be highly preferred. - 8 to 14 years of experience in sales management in agrochemical industry of which 10 years should be in leadership position. - Successful track record of sales growth, financial performance and individual/ team development. - Proven past experience in developing strong and long-lasting relationships with customers, including growers and distributors. - Effective oral and written communication and presentation skills, proficient in oral and written English. - Ability to motivate and inspire the sales force and build high performance culture. - Good analytical ability. - Result oriented and customer focus. - Effective decision maker. - Good problem-solving ability, influencing people and negotiating. - Strong relationship building skills (Customer Relationship). - Business acumen - Strategic thinker – Big picture thinking ability. - Enthusiastic with high level of initiative and passionate sales professional. - Good at working under pressure and managing necessary results from team. Benefits - FMC is an equal opportunity employer. - Committed to creating a diverse and inclusive workplace where all individuals are treated with respect and dignity. - No discrimination on the basis of race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other legally protected status. - Employment decisions at FMC are based on business needs, job requirements, and individual qualifications. - Value diversity and strive to ensure that hiring and employment practices support a work environment that is free from discrimination and harassment.