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Form of workUPL Limited (NSE: UPL & BSE: 512070, LSE: UPLL) is a global provider of sustainable agriculture products and solutions, with annual revenue exceeding $6bn. We are a purpose-led company. Through OpenAg®, UPL is focused on accelerating progress for the food system. We are building a network that is reimagining sustainability, redefining the way an entire industry thinks and works – open to fresh ideas, innovation, and new answers as we strive towards our mission to make every single food product more sustainable. As one of the largest agriculture solutions companies worldwide, our robust portfolio consists of biologicals and traditional crop protection solutions with more than 14,000 registrations. We are present in more than 130 countries, represented by more than 10,000 colleagues globally. For more information about our integrated portfolio of solutions across the food value chain including seeds, post-harvest, as well as physical and digital services, please visit upl-ltd.com and follow us on LinkedIn, Twitter, Instagram and Facebook.
JOB DESCRIPTION
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JOB TITLE : Territory Manager
| DEPARTMENT : Sales & Field Marketing | |
POSITION REPORTING TO | Regional Manager / Area Manager |
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 RM / AM.
- 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.
KNOWLEDGE | SKILLS | ATTITUDE/ MOTIVES/ BEHAVIOURAL TRAITS | JOB REQUIREMENTS |
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): | |
Customer relations | Team working | B.SC (Agri) | |
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-Geographical knowledge of the area
| Timelines | Desirable (Preferred qualifications) : | |
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-Market intelligence (knowledge of competitors activities)
| Interpersonal relationships | Customer orientation | RELEVANT EXPERIENCE |
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| Minimum years : |
-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 |
Exchanging information |
| REQUIREMENT : | |
Answering queries |
| Extensive travelling | |
Dealing with complaints |
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Persuading or influencing for action |
| Working and staying in rural environment | |
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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We are one team, for maximum impact. One team with shared goals. We all play for the team and no one plays against the team. We have a laser-like focus on what our customers need and want, on anticipating their future needs and on how we can create innovative solutions and experiences for them.
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