Territory Business Manager

Role Overview

The role is accountable for sales targets & delivery, ensuring timely collections, driving DG, and overseeing product liquidation in the assigned territory. The role requires effective market penetration, distributor and retailer management, and strong channel engagement while ensuring seamless execution of sales strategies.

Key Responsibilities

• Lead DG, ensuring liquidation targets while acting as a knowledge hub on crop, pest, competition, and farmer practices for their territory.
• Work on segmentation, targeting, positioning, and preseason planning, ensuring execution of liquidation strategies.
• Drive sales through distributors and retailers, ensuring market penetration, share growth, and service excellence. Track distributor/retailer performance vs. POs, manage collections, and reconcile accounts.
• Monitor and consolidate product movement from distributor to retailer to farmer, ensuring accurate reporting of liquidation, inventory, and sales data.
• Strengthen distributor/retailer relationships, implement national programs, enforce trade discipline, manage stock returns, and communicate pricing and schemes.
• Liaise with KVKs, government agencies, and Agri. Dept. officials to drive local coordination.
• Work closely with ZDCLs & ZBMs for seamless execution of DG activities and regularly update the sales team.
• Collaborate with the NC team to identify hotspots and connect farmers to VPDs.
• Supervise key DG activities, including farmer meetings and field days, ensuring strong market engagement.

• Retail Servicing & Territory Planning (50%) – Ensure effective retail engagement, optimize territory coverage, and drive sales through planned servicing (13 days).
• Distribution Management (10%) – Strengthen distributor relationships, ensure stock availability, and streamline inventory operations (3 days).
• DG Delivery & Supervision (30%) – Oversee DG initiatives, ensure execution excellence, and drive farmer engagement (8 days).
• Reporting, Planning & Meetings (10%) – Track progress, analyse data, and align with teams for strategic decision-making to create comprehensive territory channel & sales strategy (3 days).

• Bachelors / Masters Degree in Agriculture.
• 3 to 5 years experience in agro-input industry.
• Good communication -oral and written- in both English and local language.
• Excellent interpersonal skills.
• Capability to achieve sales targets, by still retaining control on the market.
• Strong commercial acumen, understanding of the margin structure, conceptualizing schemes and articulating the advantages of our margins and schemes to the retailers and Distributors.