Senior Territory Sales Manager

Position

Senior Territory Sales Manager (TM2)

Location

Mysore, Karnataka

Function

Sales & Commercial

Reporting To

Regional Sales Manager

Role Purpose

The Senior Territory Sales Manager will be responsible for driving sales growth, market share expansion, and channel excellence across the assigned territory, with a strong focus on Field Crops, Vegetables, and Corn portfolios. The role will lead territory development initiatives, manage key channel partners, build customer relationships, and ensure achievement of business objectives through effective execution of sales and marketing strategies.

As a TM2-level role, the incumbent will be expected to independently manage a significant business territory, lead and develop frontline sales resources, and influence commercial performance through strong market engagement and execution excellence.

Key Responsibilities

Business Delivery & Sales Growth

• Achieve territory sales, revenue, and market share targets across Field Crops, Vegetables, and Corn portfolios.
• Develop and execute territory business plans aligned with regional and national objectives.
• Drive product demand generation and ensure effective market penetration.
• Monitor sales performance and implement corrective actions to achieve business targets.

Channel Management

• Develop and manage an efficient distributor and dealer network.
• Strengthen relationships with key channel partners to enhance business growth.
• Monitor channel inventory, secondary sales, and product availability.
• Ensure effective implementation of commercial schemes and channel programs.

Farmer & Customer Engagement

• Build strong relationships with progressive farmers, influencers, and key accounts.
• Organize field demonstrations, crop shows, farmer meetings, and product promotion activities.
• Provide product recommendations and agronomic support to customers.
• Gather market intelligence on customer needs, competitor activities, and emerging trends.

Portfolio Development

• Drive adoption of strategic products in Field Crops, Vegetables, and Corn segments.
• Support product launches and commercialization initiatives.
• Identify opportunities for portfolio expansion and market development.
• Collaborate with Product Management, Agronomy, and Testing teams to strengthen product positioning.

Team Leadership

• Lead, coach, and develop Territory Sales Officers and frontline sales teams within the assigned geography.
• Drive performance management, capability building, and succession development.
• Foster a culture of accountability, collaboration, and customer focus.

Market Intelligence & Reporting

• Monitor market dynamics, pricing, competitive activities, and customer feedback.
• Provide regular business updates and market insights to management.
• Utilize sales analytics and data-driven decision-making to improve territory performance.

Compliance & Governance

• Ensure compliance with company policies, commercial controls, and ethical business practices.
• Maintain accurate sales forecasting, reporting, and documentation.
• Support audits and ensure adherence to regulatory requirements.

Qualifications

Education

• Bachelor's Degree in Agriculture, Horticulture, Agribusiness, or related discipline.
• MBA in Marketing/Agribusiness will be an added advantage.

Experience

• 8-12 years of relevant experience in agricultural input, seed, crop protection, or agribusiness sales.
• Proven success in managing Field Crop, Vegetable, and Corn business portfolios.
• Experience in channel management, distributor development, and team leadership.
• Strong understanding of the Karnataka agricultural market, particularly the Mysore region and surrounding districts.

Key Competencies

Technical Competencies

• Sales planning and execution.
• Seed and crop portfolio management.
• Distributor and dealer management.
• Demand generation and market development.
• Forecasting and business analytics.
• Commercial acumen and negotiation skills.

Behavioral Competencies

• Strong customer orientation.
• Strategic thinking and execution excellence.
• Leadership and people development.
• Influencing and relationship management.
• Results orientation.
• Problem-solving and decision-making.

Travel Requirement

• Extensive travel (60-70%) within Mysore and the assigned territory.

Key Success Measures

• Achievement of sales and market share targets.
• Growth of Field Crop, Vegetable, and Corn portfolios.
• Channel partner productivity and engagement.
• Customer acquisition and retention.
• Successful product launches and market development initiatives.
• Team performance and capability enhancement.