Zonal Sales Manager

Position Description

The role of the Zonal Sales Manager is to be primarily responsible for managing business in the assigned territory. Key duties are to manage existing channel partners with the help of a sales team and expand sales with increased distribution and product reach. Key duties include strategic planning, prospecting for leads, presenting products or services, negotiating deals, analyzing market trends, ensure prompt collection of receivables, preparing reports and collaborating with teams to drive profitable sales growth and thereby market share.

KEY RESPONSIBILITIES

1. Strategic Planning

Prepare the strategic plan for the state keeping in mind the cost of running the business, business opportunity by every region, ease of doing business and profitability.

2. Team Management

Build a robust and an effective sales team to promote the company's products in the state. Lead, motivate and coach the sales team to achieve the set targets.

3. Sales Management

Develop sales strategies to achieve revenue goals of the company.

4. Receivables Management

Ensure that all outstandings are collected within the due dates (30 Days from the date of invoice) and 7 days from the date of invoice for Cash Price billings.

5. New Dealer Development

Look for white spaces and develop a plan to appoint new dealers. Before appointing them, study their business capability and financial credibility so that we appoint good dealers who settle payments to company on time. Collect Dealer Documents as per company policy and also keep all dealer documents up to date.

6. Field Work

Employ MDOs (Market Development Officers) where needed to undertake farmer visits regularly to promote the company's products. These activities can enthuse the company's dealers to stock and sell our company products better.

7. Straight Fertilisers

The company regularly buys and sells Straight Fertilisers such as Urea, N20 Complex, DAP, MOP etc. from certain companies which supply SF through rakes coming to specified destinations. Coordinate with the respective principals and their MOs and also line up potential dealers to sell SF on a regular basis. The payments for SF will have to be taken as Advance Payments via RTGS/NEFT.

8. Market Campaigns

Periodically run market campaigns targeted towards certain crops or some products in the assigned territory. Eg: SilverPhos, Rock Star, PROM, 12-11-18 etc.

9. Competitors Review

As an ongoing activity, study products of competition, their pricing, schemes etc. to pitch company's products effectively by ably coordinating with Marketing Department of HO.

10. New Products

Constantly study product portfolio at company's dealer counters and strategise to launch new products to increase sales at the counter.

11. Liquidation

While selling SF to dealers, they have to sell SF to farmers and clear the stock in the iFMS Machine. This needs to be facilitated by the sales officers.

12. Government Societies Business

To study the SCBs across Kerala and TANFED Societies across Tamil Nadu and ensure that the sales team solicits business for products approved by these Government agencies.

13. Stock Liquidation

Work on stock liquidation for all dealers on a regular basis with the help of the sales team and MDOs.