Senior Territory Manager

Location: Bilaspur, Chhattisgarh
Function: Sales
Business: Field Crops
Reporting To: Regional Sales Manager

Position Purpose

The Territory Sales Manager (TSM) is responsible for driving sales growth, market development, farmer engagement, dealer network expansion, and execution of business plans for the assigned territory. The role focuses on building strong market presence for Field Crop seeds through channel management, demand generation activities, farmer influence programs, and execution excellence to achieve volume, revenue, and market share objectives.

Key Responsibilities

1. Business Delivery & Sales Achievement

• Achieve territory-wise sales volume, revenue, and collection targets for assigned Field Crop products.
• Drive seasonal business planning and ensure achievement of monthly, quarterly, and annual sales objectives.
• Monitor sales performance against targets and initiate corrective actions wherever required.
• Maximize product placement and market penetration across assigned districts and territories.
• Ensure timely liquidation of stocks through channel partners.

2. Channel Partner Management

• Develop and strengthen relationships with distributors, dealers, and retailers.
• Appoint new channel partners in identified white spaces to improve market coverage.
• Monitor channel inventory, stock movement, and secondary sales.
• Conduct regular dealer meetings and business reviews.
• Ensure financial discipline and adherence to company credit policies.

3. Demand Generation & Farmer Engagement

• Plan and execute field demonstrations, crop shows, field days, village meetings, and farmer gatherings.
• Influence progressive farmers, lead farmers, and key opinion leaders to increase product adoption.
• Support pre-season and in-season promotional campaigns to generate demand.
• Gather farmer feedback and communicate market requirements to Product Management and Marketing teams.

4. Market Development & Product Promotion

• Drive awareness and visibility of the company's Field Crop portfolio.
• Ensure effective implementation of marketing campaigns within the territory.
• Conduct product positioning and technical advisory sessions for dealers and farmers.
• Monitor competitor activities, pricing, schemes, and market trends.

5. Territory Planning & Business Analytics

• Prepare territory business plans with clear sales, market share, and expansion objectives.
• Maintain accurate sales forecasts and demand estimates.
• Analyze sales trends, customer performance, and business opportunities.
• Ensure timely submission of sales reports, market intelligence, and business updates.

6. Collection & Commercials

• Ensure timely collections from distributors and dealers.
• Monitor outstanding balances and reduce aging receivables.
• Support finance team in resolving payment disputes and commercial issues.

7. Cross Functional Coordination

• Partner with Marketing, Trade Marketing, Supply Chain, Production Planning, and Customer Service teams.
• Ensure product availability and timely market supplies.
• Support new product introductions and launch activities.

Experience

• 5-8 years of sales experience in Seeds, Crop Protection, Fertilizers, or Agri Inputs.
• Minimum 3 years of territory handling experience in Field Crops.
• Strong exposure to dealer management, demand generation, and farmer engagement activities.
• Experience in Chhattisgarh market will be preferred.

Technical & Functional Competencies

• Territory Management
• Channel Partner Management
• Sales Planning & Forecasting
• Market Development
• Product Demonstration Management
• Farmer Relationship Management
• Business Analytics
• Collection Management
• Negotiation and Influencing Skills
• Agri Market Intelligence

Behavioral Competencies

• Result Orientation
• Ownership & Accountability
• Customer Focus
• Collaboration
• Planning & Execution Excellence
• Communication & Influencing
• Problem Solving
• Stakeholder Management
• Learning Agility