Territory Sales Manager

 

Description:

YOUR TASKS & RESPONSIBILITIES:

 

1. TERRITORY PLAN & TRACKING

a) Formulate Territory Execution Plan through

• Potential of Area

• Crop Rotation & Competitive Crop Data

• Crop Economics

• DCA Budget Perpetration & Execution Plan

• Volume Forecast and Mix Plan as per Marketing Plan

b) Distribution

• Volume Forecast by Dealers/ Sub-Dealers along with market/ submarket

• Credit Limits Preparation, Credit Limit worthiness and Risk analysis in partnership with

Finance & Customer Care

• Advance booking Forecasting

c) Marketing Plan

• Providing inputs and be participatory towards periodic marketing inputs like market

situation, surveys, feedback and intelligence about price, competition, channel, customer

and stakeholders to that marketing and MD function.

 

2. SALE

• Business Development: Prospect, identify and develop business opportunities with new and competitive accounts. Maintain knowledge and understanding of territory to recognize opportunities for growth.
• Value Selling: Understand and apply value selling process in all kinds of Demand Creation Activities (DCA)
• Communication: Communicating with people within and outside of organization, representing the organization with customers and other stakeholders. Keeping updated technically and applying new knowledge to your job.
• Marketing: Ensuring execution of marketing promotions, merchandizing support, strategic communication and programs as per direction of Marketing.

 

3. DEMAND CREATION ACTIVITIES (DCA’s)

a) 100% execution of DCA’s in territory as per alignment of marketing & territory plan.

• Conduct a well-structured DCA (establishing rapport, questioning, listening, negotiating,

handling objections, qualifying, closing).

• Tailor sales calls, sales meetings and messaging of DCA to address customer issues and

educating them about product. Recommend products in response to the end-user needs.

Articulate how Bayer’s products solve the end user’s problem.

 

4. CHANNEL MANAGEMENT

a) Formulate Distribution strategy:

• Mapping of all Channel Partners in Territory for all Agri Inputs

• Calibration of channel partners and provide assessment

• Ensure 100% availability of product in his territory channel

b) Ensure 100% Compliance to all documentation when registering Dealers.

c) Ensure 100% Compliance to all documentation on product delivery.

d) Ensure 100% Compliance on collection & receivables within time frames as per approvals

and commercial policy.

e) Communication of all Marketing Programs, Company Policies, and Initiatives with the

channel partners.

 

5. CUSTOMER SERVICE AND COMPLAINT MANAGEMENT

• Customer Service: Balancing interests of consumers; readily readjusts priorities to respond to pressing and changing consumer demands. Anticipates and meets the need of consumers; achieves quality end products; is committed to continuous improvement of services.
• Complaint Management: Handling complaint management as per SOP within desired parameters of time and quality standards.

 

6. ENVIRONMENT, HEALTH & SAFETY

• Comply with the rules set by the ESH Committee and ensure that all the ESH guidelines are duly abided.
• To ensure safety at work and home. Keeping in mind, Bayer’s Safety Policy.

 

7. MISCELLANEOUS RESPONSIBILITIES

• Be a responsible member of the Bayer team and abide by all the rules and regulations and the SOPs set by the company.

 

 

WHO YOU ARE:

 

Education: B.Sc.(Hons)Agriculture/M.Sc.(Hons)agriculture

Experience: Up to 5 Years experience in relevant field

Desired Competencies/Skills: Selling skills, Product knowledge, Forecasting, Market Knowledge, Communication skills, Interpersonal skills and Time management