Senior Area Sales Manager

Overview

We are seeking a highly motivated and results-driven Regional Sales Manager to lead our sales initiatives and drive growth in line with our company objectives. The ideal candidate will possess a strong background in agricultural sales, with a focus on increasing market share, managing profitability, and building effective teams. This role will require strategic planning, resource management, and collaboration with various stakeholders to enhance our market presence and achieve sales targets.

Key Responsibilities

Sales Growth Management

• Market Share Expansion: Develop and implement strategies to increase market share by crop, region, and territory.
• Sales Performance Analysis: Monitor and report sales achievements against targets (in Rs. Crores) and market share percentages for each region/territory.
• Focus Product Sales: Exceed and maintain target achievements for key products in each territory, driving year-over-year sales growth.

Area Profitability

• Net Realization: Maximize product-wise net realization for each territory, comparing actual results against targets.
• Volume Growth: Drive growth in the sales volume of specialty and profitable products.
• Budget Management: Develop and execute annual operating plans and budgets focusing on revenue, EBITDA, and market share.
• Profitability Strategies: Identify and implement strategies to increase profitability and broaden the product base.

Credit and Financial Management

• Debtor Management: Oversee average outstanding debtor days, monitor bad debts as a percentage of sales, and achieve monthly collection targets.
• Cash Sales Optimization: Increase cash sales percentage over previous years and ensure alignment with targets.

Depot Management

• Expense Control: Define and manage budgeted expenses as a percentage of sales, linking expenses with business growth.
• Inventory Management: Monitor inventory days and minimize losses from expired stock, ensuring optimal utilization of depot resources.

Resource Management

• Inventory Optimization: Maintain low inventory levels while maximizing turnover and minimizing expenses relative to sales.

Team Building and Leadership

• Team Development: Build and manage a high-performing team, ensuring alignment with company objectives and market strategies.
• Training and Support: Facilitate understanding of company focus among Market Development Managers, Territory Managers, and Field Officers.

Strategic Planning and Execution

• Market Demand Creation: Drive demand for key products through branding initiatives and promotional activities.
• Distribution Management: Identify market gaps and appoint appropriate distributors and dealers.

Administrative and Reporting Duties

• Reporting: Obtain and review weekly/campaign reports, promotional expense claims, and conduct monthly review meetings.
• Data Management: Maintain a comprehensive database of farmers, villages, and dealers to support strategic decision-making.

Qualifications

Education

• Essential: B.Sc. in Agriculture; MBA preferred.

Experience

• Proven track record in agricultural sales or related fields, with experience in managing regional teams and achieving sales targets.

Skills

• Strong analytical and problem-solving abilities.
• Excellent planning and organizational skills.
• Proficient in financial management and credit control.
• Effective interpersonal and communication skills.

Knowledge

• Deep understanding of agricultural sciences, crop agronomy, and pest control methods.
• Familiarity with local agricultural practices and farmer psychology.

Personal Attributes

• Integrity and professionalism in all interactions.
• Proactive and assertive approach to challenges.
• Customer-oriented mindset with a focus on team collaboration.