Role purpose:
- Primary owner of liquidation and collections in Division
- Focus on the required demand generation activity with farmers for the growth of revenue from the sales region.
- Lead team of Territory Managers
- Plan, execute and supervise demand generation activities to dive liquidation
- Target achievement (value, volume), timely collections
- Handle channel inventory
- Phasing, FIFO, Forecasting
- Build and develop relationships with key channel partners
- Identify the right target segments and focus on the grower value propositions which are supported by the required marketing promotional activities.
- Empower and mentor team members
- Managed cross-functional stakeholder relationships
- For seamless operations and support LTO
Accountabilities:
- Business accountabilities at the sales region Level.
- Build and Execute the Sales plan and modus operandi to deliver the sales target for the responsible geography.
- Execute a plan for the growth of the responsible geography, increase market share, and lead growth.
- Ensure that the right people are available to deliver the business aspiration. Have a fully motivated, engaged, and energized workforce.
- Support the Division Managers in improving business contribution and profitable growth through a mechanism of better forecasting and reduced day sales outstanding.
- Deliver a strong channel engagement and campaign plan along with executing the Go-To-Market Strategy for effective business success.
- Ensure demand generation through FTPs, Farm Days, etc.
- Manage relationships with cross-functional teams for support – finance, supply, HR, marketing, etc.
- Any other responsibilities as assigned by a senior manager from time to time including Country/Division projects.
Knowledge, experience & capabilities
- Agro-industry experience
- Agriculture Graduate / Post Graduate
- Grower behavior and agro-business trends in the region
- Channel structures and behavior
- Sales and Marketing principles
- Local language
Critical experience:
- Track record in front line sales ~ 5-7 years
- Shown leadership skills and line management experience
- Consistent track record in being a good great teammate and team leadership skills
- Strong ability to understand customer needs, structure, and business drivers
Critical technical, professional, and personal capabilities:
- Sales communications and interpersonal relationship
- Basic Sales and Marketing discipline
- Leads distribution channels effectively, understand channel structure and dynamics
- Understands customer needs, market dynamics, and driven environment
- People management and Mentor skills
- Energetic personality and team orientation
- Result orientation
Critical leadership capabilities:
- Sets results-oriented strategic goals
- Communicates with impact
- Leads change and hold ambiguity
- Builds a culture of innovation
- Focuses on customers
- Manages for performance
- Develops people, organization, and self
- Collaborates across boundaries
Critical success factors & key challenges:
- Revenue and market share growth
- Profitability
- Accounts Receivable
- On-time collections record
- Inventory levels at C & F
- Identification of target segments and delivery of focused grower value propositions
- Liquidation targets
- Distribution coverage targets
- Sales team management and capability development
- Academic Qualification: Graduate / Postgraduate in Agriculture
People are at the heart of what we do:
- Once a year Full body check
- Competitive insurance scheme
- Employee assistance program – to take care of your and your loved ones mental health
- Paid Vacation of 30days, 12 Paid Holidays, Maternity and Paternity Leave, compassionate leaves
- Education assistance – for your career growth
- People first culture translated into ‘Most Preferred place to work 2022-23 by Times group’
