Area Business Manager, Jabalpur

FMC INDIA PRIVATE LIMITED; Gurugram District; On-site; INR 1,200,000 - 2,200,000; Full time

Job summary

FMC INDIA PRIVATE LIMITED in Gurugram is seeking a Territory Manager to drive sales growth across crops and regions, and to expand market share in the assigned territory.

You will lead a team of Market Development Managers and Field Officers, align budgets with market potential, monitor performance, and build distributor networks to achieve annual objectives while ensuring profitability and stock control.

Qualifications

• Knowledge of Agricultural Sciences.
• Crop Agronomy expertise.
• Pests and diseases control methods.
• Farmer’s psychology and decision-making.
• Geographical knowledge of the area.

Responsibilities

• Manage sales growth in line with company objectives.
• Increase market share region-wise and territory-wise.
• Exceed or maintain target achievements for focus products and crops.
• Plan and monitor profitability and budgets for each territory.
• Oversee credit management and cash sales discipline.
• Coordinate with distributors and field teams to achieve annual targets.
• Provide leadership to Market Development Managers and Field Officers.

Skills

Agricultural Sciences

Crop Agronomy

Pests and diseases control

Farmer's psychology

Geographical knowledge

Job description

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.Objective:To achieve the organizational objectives to grow domestic sales and market share in respective territory. Ensure overall region business is achieved build platform for sustainable business growth by guiding the reporters in identification of new crops, new markets and help TM in working out short term and long-term business strategy.Job Responsibilities:1. Manage sales growth in line with company objectives.Increase in market share crop wise / region wise / territory wiseSales achievement v/s target (Rs. Crores) and Market Share percentage for each region / territoryExceed / Maintain target achievements of focus products, crops in each region/ territory.Increase in sales over previous year for each territory.2. Area ProfitabilityA) RealizationMaximize net realization, product wise for each territoryProduct wise actual net realization v/s targeted net realization (for each territory)Growth in volume of specialty / profitable products for each territory and regionDevelopment and achievement of annual operating plan and budgets, in terms of revenue, EBITDA and market shareDevelopment and implementation of strategies to increase the profitability and broaden the product base of the business.B) Credit ManagementAverage outstanding debtor’s daysBad debts as a % of sales for each territory / state and zoneAccuracy in budgeted monthly collection target v/s achievementCash sales percentage v/s actual targetIncrease in cash sales % over previous year3. Depot Management(a) Define / agree with budgeted expenses as % of sales (selling expense, promotional expense other than salary and wages) for region / each territory - Selling expenses as a % of net sales vis-à-vis norm (selling expenses including field officer travel, secondary freight, Godown� rent, other administrative costs, and HPMT/FO salary)(b) Percentage increase or decrease over previous year as per budget to be linked with business growth(c) Date of availability of plan vs. agreed date for each territory in the region(d) Plan accuracy (Product-pack-wise sales plan vs. actual) for each territory in the region (monthly, quarterly, and annually)(e) Average ‘Inventory days’ during season and off season for each territory in the region(f) Optimum utility of the available stock in the depot. - Year-end quantum of expired / near expiry stocks in each depot in the region(g)Minimize value loss on account of expired stocks.4. Resource ManagementLow InventoryHigher per territory turnoverLower expenses to sales ratio / percentage for each territory in the region5. Team BuildingEffective management and utilization of the knowledge and skills of the team to ensure that the various product portfolios are achieving their full potential in the marketplace.Ensure understanding of company focus by the Market Development Managers/ Territory Managers /Field Officers6. To allocate the annual budgets within the team based on the market potential.7. To submit RSP timely and to maintain 90% accuracy levels.8. To create market demand for key products9. Branding exercise - Masters Meet / promotional Innovation Initiatives10. Motivating the team for better productivity and channel for increasing top line and reach.11. Effective inventory management – Depot, Channel level.12. To control the debtor / outstanding sales days.13. Identifying the market gaps / Distribution / Channel gaps.14. Appointing the right distributors / dealers.15. Guiding and Monitoring the Territory Managers in achieving their annual objectives.16. Effective utilization of resources such as Team, Distribution and Sales Promotion budgets.17. To demonstrate effective leadership skills in handling the team members and retaining them intact for longer periods.18. Liaison with Department of Agriculture and University Scientists.19. To have good market intelligence, trends, and knowledge.20. Administrative role: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.21. Effective utilization of discounts.22. Controlling the stock movement / infiltrations at inter distributor / inter territories.23. Implementation of “Business Policy Guidelines” – Written Indents / Stock receipt acknowledgements, Quarterly balance confirmations, Leaky / Damage claims.24. To participate in campaigns and Field Officer Review meets.25. To maintain the Data base of Farmers, Villages and Dealers.26. To prepare the short- and long-term plans for the region.27. Identifying and preparing the future leaders from the team.Knowledge Skills Attitude/ Motives/ Behavioral Traits Job RequirementsKnowledge of:Agricultural SciencesCrop AgronomyPests and diseases control methodsFarmer’s psychologyGeographical knowledge of the areaFMC 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.