AddressTerritory Sales Manager-Jorhat
UPL 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
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 :
Problem solving
Proactive
Essential Qualifications
(Must possess):
Customer relations
Team working
B.SC (Agri)
- Geographical knowledge of the area
Timelines
Desirable (Preferred qualifications) :
- Market intelligence (knowledge of competitors activities)
Interpersonal relationships
Customer orientation
RELEVANT EXPERIENCE
Minimum years :
- An understanding of dealers behavior
2-5 years
NATURE OF CONTACT
INTERNAL CUSTOMERS*
EXTERNAL CUSTOMERS**
ANY OTHER SPECIFIC
Exchanging information
REQUIREMENT :
Answering queries
Extensive travelling
Dealing with complaints
Persuading or influencing for action
Working and staying in rural environment
Negotiating
Any other :
- Internal customers: Team members, colleagues, senior colleagues within and outside your department.
** External customers: Customers, clients, suppliers, business associates, public agencies etc.
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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