FMC Corporation is a global leader in agricultural sciences, driven by our purpose: Innovation for Agriculture. Solutions for the Planet. We are passionate about the power of science to solve agriculture's biggest challenges. With one of the most productive and diversified pipelines in the industry, FMC is delivering cutting-edge and next-generation crop protection technologies – including Dodhylex™ active, Isoflex™ active, rimisoxafen, and fluindapyr – to help farmers increase the productivity and resilience of their land. Our employees are at the heart of this innovation. We're looking for bold thinkers and collaborative doers. At FMC, your ideas matter. From day one, you'll contribute to meaningful work that drives progress in agriculture, supported by a culture that values integrity, safety, respect, and results. Join us in advancing the future of agriculture. Together, we're building a more resilient planet – one innovation at a time.
At FMC, our employees are guided by our purpose: Innovation for Agriculture, Solutions for the Planet. We provide farmers innovative solutions that increase the productivity and resilience of their land. From our industry-leading pipeline to novel biologicals and precision technologies, we are passionate about the power of science to solve agriculture's biggest challenges.
For more than a century, FMC has successfully delivered some of the of the industry's most advanced, innovative solutions that protect farmers crops from destructive pests and disease, while also protecting the environment. We are committed to fulfilling our mission of discovering new herbicide, insecticide and fungicide active ingredients, product formulations and pioneering technologies that are consistently better for the planet.
Position Summary
To achieve the organizational objectives to grow domestic sales and market share in respective Region, ensuring overall region business is achieved and building platform for sustainable business growth by guiding Territory Manager in identification of new crops, new markets and help them in working out short term and long-term business strategy.
Location: Rajkot, Gujarat
The Role: (Responsibilities)
- Manage sales growth in line with company objectives.
Increase market share crop wise / region wise / territory wise with the focus of New Product Initiative Sales achievement v/s target (Rs. Crores) and Market Share percentage for each region / territory Exceed / Maintain target achievements of focus products, crops in each region/ territory Increase in sales over previous year for each territory.
- Development and implementation of strategies to increase the profitability and broaden the product base of the business.
- Credit Management -
- Average outstanding debtor's days
- Bad debts as a % of sales for each territory / state and zone
- Accuracy in budgeted monthly collection target v/s achievement
- Cash sales percentage v/s actual target
- Increase in cash sales % over previous year
- Depot Management Resource Management Team Building
To allocate the annual budgets within the team based on the market potential. To submit RSP timely and to maintain 90% accuracy levels. To create market demand for key products Branding exercise - Masters Meet / promotional Innovation Initiatives Motivating the team for better productivity and channel for increasing top line and reach. Effective inventory management – Depot, Channel level. To control the debtor / outstanding sales days. Identifying the market gaps / Distribution / Channel gaps. Appointing the right distributors / dealers. Guiding and Monitoring the Territory Managers in achieving their annual objectives. Effective utilization of resources such as Team, Distribution and Sales Promotion budgets. To demonstrate effective leadership skills in handling the team members and retaining them intact for longer periods. Liaison with Department of Agriculture and University Scientists.
- To have good market intelligence, trends, and knowledge. Guide team to achieve following:
- Obtaining the weekly / campaign review reports.
- Obtaining TES / Promotional Expense claims timely.
- To conduct the monthly meets for review and preview purpose.
- To provide the team ageing/ outstanding statements.
- To scrutinize and clear the CFA claims wherever applicable.
- To obtain timely UCs from Department thru team members in case of Govt. / Subsidy business.
Effective utilization of discounts. Controlling the stock movement / infiltrations at inter distributor / inter territories. Implementation of Business Policy Guidelines – Written Indents / Stock receipt acknowledgements, Quarterly balance confirmations, Leaky / Damage claims.
To participate in campaigns and Field Officer Review meets. To maintain the Data base of Farmers, Villages and Dealers.
To prepare the short- and long-term plans for the region. Identifying and preparing the future leaders from the team.
The candidate: (Requirements)
- B.Sc./ M.Sc. in Agriculture. MBA in Marketing will be highly preferred.
- 10 to 12 years of experience in sales management in agrochemical industry of which 10 years should be in leadership position.
- Should have successful track record of sales growth, financial performance and individual/ team development.
- Should have proven past experience in developing strong and long-lasting relationships with customers, including growers and distributors.
- Effective oral and written communication and presentation skills, proficient in oral and written English
- Ability to motivate and inspire the sales force and build high performance culture
- Good analytical ability
- Result oriented and customer focus
- Effective decision maker
- Good problem-solving ability, influencing people and negotiating
- Strong relationship building skills (Customer Relationship)
- Business acumen - Strategic thinker – Big picture thinking ability
- Enthusiastic with high level of initiative and passionate sales professional
- Good at working under pressure and managing necessary results from team
FMC is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace where all individuals are treated with respect and dignity. We do not discriminate on the basis of race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other legally protected status. Employment decisions at FMC are based on business needs, job requirements, and individual qualifications. We value diversity and strive to ensure that our hiring and employment practices support a work environment that is free from discrimination and harassment.
