Executive Territory Manager

Role purpose:

• Drive demand generation with focus on liquidation in the assigned area
• Through field promotional activities such as pre-sowing campaigns, Farmer Training Programs,
• Field days and Field trips in key villages of the assigned area
• Plan, track and Manage team of Market Development Officers (MDO) and their activities
• Actively manage relationships with Distributors and Retailers
• Focus on accurate and timely planning, placement, liquidation and collections
• Regularly report sales and other commercial activities using Salesforce.com (SFDC) and other digital platforms
• Develop and maintain relationships with key influencers in the territory

Accountabilities:

• Create and Execute the Commercial plan and modus operandi to deliver the planned commercial activities for the responsible geography.
• Plan and ensure that the right product is available on shelf at the right time and right quantity.
• Execute a plan for the growth of the responsible geography, increase market share and lead growth.
• Ensure that right people are available to deliver the business aspiration. Have a fully motivated, engaged and energized Field Staff.
• Support a strong channel engagement and campaign plan along with executing the Go-To-Market Strategy for effective business success.
• Any other responsibilities as assigned by senior manager from time to time including Country/Division projects.

Key Deliverable:

• Achieve sales revenue targets for the sales region
• Undertake the required channel management to ensure availability of company stocks, enable prompt and efficient liquidation in line with demand and minimise saleable returns from trade
• Accountable for collections from all customers in the sales region, ensure they are in line with policies and taking required action steps with errant customers

Overarching accountabilities:

• Maintain leading position of the company by creating pull for product assortment at the channel level
• Be completely crisp and clear in reporting to the Business Manager about the achievements and the risk areas in the region
• Work with colleagues within the territory, in the division, in the crop groups and marketing function to develop effective governance and ways of working at the critical interfaces.
• Support the development of a change plan taking into account employee engagement, team development and customer connection.

Knowledge, experience & capabilities:

• Agro industry experience
• Experienced in Sales management, Customer Relation Management