Sr. Area Sales Manager - Madurai
- Manage sales growth in line with company objectives.
- Increase in market share crop wise / region wise / territory wise.
- 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.
- Area Profitability
(A)Realization –
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- Maximize net realization, product wise for each territory
- Product wise actual net realization v/s targeted net realization (for each territory)
- Growth in volume of specialty / profitable products for each territory and region
- Development and achievement of annual operating plan and budgets, in terms of revenue, EBITDA and market share
- Development and implementation of strategies to increase the profitability and broaden the product base of the business.
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(B) Credit Management
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- 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.
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- Depot Management
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- Define / agree with budgeted expenses as % of sales (selling expense, promotional expense other than salary and wages) for region / each territory - Selling expenses as a % of net sales vis-à-vis norm (selling expenses including field officer travel, secondary freight, Godown, rent, other administrative costs, and HPMT/FO salary)
- Percentage increase or decrease over previous year as per budget to be linked with business growth.
- Date of availability of plan vs. agreed date for each territory in the region.
- Plan accuracy (Product-pack-wise sales plan vs. actual) for each territory in the region (monthly, quarterly, and annually)
- Average ‘Inventory days’ during season and off season for each territory in the region.
- Optimum utility of the available stock in the depot. - Year-end quantum of expired / near expiry stocks in each depot in the region
- Minimize value loss on account of expired stocks.
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- Resource Management
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- Low Inventory
- Higher per territory turnover
- Lower expenses to sales ratio / percentage for each territory in the region
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- Team Building
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- Effective management and utilization of the knowledge and skills of the team to ensure that the various product portfolios are achieving their full potential in the marketplace.
- Ensure understanding of company focus by the Market Development Managers/ Territory Managers /Field Officers
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- To allocate the annual budgets within the team based on the market potential.
- To submit RSP timely and to maintain 90% accuracy levels.
- To create market demand for key products
- Branding exercise - Masters Meet / promotional Innovation Initiatives
- Motivating the team for better productivity and channel for increasing top line and reach.
- Effective inventory management – Depot, Channel level.
- To control the debtor / outstanding sales days.
- Identifying the market gaps / Distribution / Channel gaps.
- Appointing the right distributors / dealers.
- Guiding and Monitoring the Territory Managers in achieving their annual objectives.
- Effective utilization of resources such as Team, Distribution and Sales Promotion budgets.
- To demonstrate effective leadership skills in handling the team members and retaining them intact for longer periods.
- Liaison with Department of Agriculture and University Scientists.
- To have good market intelligence, trends, and knowledge.
- Administrative role:
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- Obtaining the weekly / campaign review reports.
- Obtaining TES / Promotional Expense claims timely.
- To conduct the monthly meets for review and preview purpose.
- To provide the team ageing/ outstanding statements.
- To scrutinize and clear the CFA claims wherever applicable.
- To obtain timely UCs from Department thru team members in case of Govt. / Subsidy business.
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- Effective utilization of discounts.
- Controlling 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.
- To participate in campaigns and Field Officer Review meets.
- To maintain the Data base of Farmers, Villages and Dealers.
- To prepare the short- and long-term plans for the region.
- Identifying and preparing the future leaders from the team.
KNOWLEDGE |
SKILLS |
ATTITUDE/ MOTIVES/ BEHAVIOURAL TRAITS |
JOB REQUIREMENTS |
Knowledge of: - Crop Agronomy - Pests and diseases control methods - Farmer’s psychology - Local language |
Planning & organizing |
Integrity |
EDUCATION: |
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Analytical skills |
Proactive |
Essential Qualifications |
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(Must possess): |
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Problem solving |
Team working |
B.SC (Agri); MBA preferred |
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-Geographical knowledge of the area |
Risk assessment |
Assertiveness |
Desirable (Preferred qualifications): |
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-Market intelligence (knowledge of competitors activities) |
Interpersonal relationships |
Customer orientation |
RELEVANT EXPERIENCE |
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