Territory Sales Manager

Purpose of the Position (Job Summary)

To drive sales, market penetration, and revenue growth in the assigned territory by building and executing local sales strategies, managing channel partners, and strengthening farmer connect to ensure sustainable business development in alignment with organizational goals.

Key Individual Accountabilities

Strategic

 Develop and execute the annual operating plan (AOP) for the territory aligned with regional business targets.

 Conduct regular market intelligence to identify local opportunities and threats.

 Support the roll-out of marketing campaigns at the territory level.

Financial

 Achievement of territory-wise sales and revenue targets.

 Ensure efficient utilization of resources, schemes, and discounts.

 Optimize claims, credit cycles, and sales operational costs.

Customer/ External Orientation

 Develop strong connect with farmers, retailers, and distributors.

 Organize farmer meetings, demos, field days, and influencer engagement.

 Ensure high channel partner satisfaction and service delivery.

People Orientation

 Supervise and coach MDOs/Area Executives to enhance performance.

 Conduct regular reviews, field visits, and joint working for capability building.

 Build a performance-driven, motivated field team culture.

Core operational accountabilities

 Sales Execution

o Achieve monthly and seasonal sales targets across crops and SKUs.

o Ensure timely billing, supply planning, and stock liquidation.

o Track competitor activities and provide strategic inputs to RBM/ZBM.

 Market Development

o Execute farmer engagement and branding activities at village/block level.

o Identify and develop influencer network including progressive farmers and local leaders.

o Monitor product performance and generate testimonials for focus products.

 Channel Management

o Appoint, retain, and manage an efficient distribution network.

o Ensure distributor ROI, timely collections, and credit hygiene.

o Conduct trade engagement programs to increase loyalty.

 Reporting & Compliance

o Submit daily/weekly/monthly reports and updates via CRM/sales tools.

o Maintain accurate sales forecasts and stock reports.

o Ensure adherence to company policies and market compliance norms.

Key Interactions

                 Internal                                                                                External

 Regional Business Manager                                                 Farmers & Influencers

 Zonal Business Managers                                                      Distributors & Retailers  

 Zonal Marketing Manager

 Marketing & Branding Team

 Product Management Team

Competencies, Technical and Functional Skills

Behavioral:

 Agile towards change & innovation

 Builds partnerships with stakeholders

 Market understanding & development

 Distribution & Channel Management

 Sales Process Management

 Focused on achieving results

Technical:

 In-depth knowledge of local cropping patterns and agronomic practices

 Good understanding of product positioning and demo plot management

 Channel mapping and penetration planning

Functional:

 Field sales planning and execution

 report generation

 Farmer engagement and influencer mapping

 Local language communication skills

Key Performance Indicators

 Achievement of Sales Target (Value and Volume)

 Focus Product Contribution %

 Number of Effective Farmer Meetings & Demos

 Distributor Satisfaction Index

 Sales Collection & Credit Days

 Team Retention & Productivity

 Claim Settlements and Market Hygiene

Qualifications

 Education: B.Sc. (Agri) required; M.Sc. (Agri)/MBA (Agri-Business) preferred

 Experience: 3–8 years of experience in Agri Input Sales, preferably in the Seed Sector

 Experience handling multiple districts & Willingness to travel extensively

 Local language fluency

 Proven track record of achieving sales targets