Regional Business Manager

Purpose of the Position (Job Summary)

To lead and drive business performance in the assigned region through effective sales execution, market development, channel engagement, and team management. The role involves translating zonal strategies into actionable regional plans and ensuring timely execution for sustainable growth and profitability.

Key Individual Accountabilities

Business Strategy & Planning

 Translate zonal and national strategies into region-specific business plans and growth targets.

 Identify opportunities for crop, product, and geography expansion through market intelligence and competitor insights.

 Develop annual operating plans (AOP) and regional budgets aligned with strategic business priorities.

Sales Delivery & Commercial Performance

 Drive achievement of revenue, volume, and product-mix targets for the region.

 Monitor performance dashboards and KPIs, ensuring corrective actions through structured reviews.

 Ensure business hygiene on key commercial metrics such as credit, collections, and claim closure.

Market Development & Expansion

 Build market strategy around focus crops and high-potential territories by enabling strong demand-generation programs.

 Strengthen brand positioning through engagement with progressive farmers, influencers, and ecosystem partners.

 Guide teams on positioning of new products, input practices, and adoption-led interventions.

Team Leadership & Capability Building

 Mentor and guide field leadership (ASMs, TMs, MDOs) across the region to drive performance and capability.

 Promote a high-performance culture by tracking goals, conducting regional reviews, and providing developmental feedback.

 Enable talent development and succession planning for key positions within the region.

Stakeholder Engagement & Cross- functional Alignment

 Collaborate with zonal leadership, marketing, supply chain, and finance to ensure integrated execution.

 Provide ground-level business insights to influence product pipeline, pricing, and policy design.

 Represent the region in leadership forums, internal reviews, and business planning discussions.

Key Interactions

Internal                                                                                            External

 TSMs, ASMs & ZBMs                                                          Channel Partners / Distributors

 Marketing & Branding Team                                           Channel Partners / Distributors

 Category Heads                                                                  Key Retailers and Agri Dealers

 Supply Chain & Logistics                                                 Progressive Farmers & Farmer Groups

 Commercial & Finance Team                                         Local Influencers & Agri Consultants

 Customer Service / Claims Team                                   Industry Bodies / Agri Associations

 HR (for team capability building and performance

management)

Competencies, Technical and Functional Skills

Behavioral:

 Executes Efficiently

 Agile towards change & innovation

 Builds partnerships with stakeholders

 Market understanding & development

 Thinks Strategically and Acts Decisively

 Builds a Performance & Development Culture

 Focused on Achieving Results

Technical:

 Understanding of hybrid seed genetics and performance parameters.

 Knowledge of crop agronomy, sowing practices, and agro-climatic suitability.

 Ability to interpret field trial results and translate them into positioning strategies.

 Familiarity with pest, disease, and nutrient management in key crops.

 Capability to train field teams on product USPs and competitive differentiation.

 Exposure to digital tools for field monitoring, CRM, and data reporting.

Functional:

 Proficient in seasonal sales planning aligned with crop calendars.

 Strong skills in forecasting demand and managing inventory flow.

 Expertise in appointing, developing, and monitoring channel partners.

 Ability to lead, coach, and review performance of ASM and TSM teams.

 Skilled in executing farmer engagement and trade marketing initiatives.

 Competent in budgeting, claim management, and cost control.

 Effective in stakeholder engagement with KOLs, dealers, and institutions.

 Data-driven approach to decision-making and mid-season correction.

 Collaborates with cross-functional teams for supply, finance, and product planning.

Key Performance Indicators

Achievement of primary and secondary sales targets across product portfolio. 

Year-on-year market share growth in assigned crops and territories. 

Timely and accurate product placement as per crop sowing calendar. 

Team performance and productivity against defined activity and sales KPIs. 

Adoption and liquidation performance of newly launched products.

 Budget utilization and control across trade schemes and promotional spend. 

Accuracy of sales forecasting and inventory planning vs. actuals. 

Quality of relationships and feedback from key trade and institutional stakeholders.

Qualifications

 Education: B.Sc. (Agri) is mandatory; M.Sc. (Agri) / MBA (Agri Business Management) preferred

 Experience: 10–18 years in Agri Input industry (preferably seed), with at least 2 years in a leadership role

 Team Leadership & People Development

 Strong Market Orientation, Influencing Skills & Collaboration

 Execution Discipline & Operational Excellence