Area Manager - Channel Sales - Agri

Durman Colombia SAS (Colombia); Rajasthan; On-site; INR 600,000 - 900,000; Full time

Job summary

Our client in India is seeking a results-oriented Sales Planning and Execution professional. You will forecast revenue across annual, quarterly, and monthly horizons and work closely with regional managers to craft sales strategies that grow market share for all product lines.

You will monitor area sales, analyze variances, and implement area-specific action plans to ensure revenue growth. You will also manage distributor performance and drive key accounts through effective negotiations and

Qualifications

• Strong sales planning and forecasting abilities.
• Ability to analyze market data and translate into action.
• Fluent in English; local language helpful.

Responsibilities

• Forecast annual, quarterly and monthly revenue streams.
• Develop sales strategies with RGM to grow market share across products.
• Monitor area sales, analyze variances and implement action plans.
• Maintain and analyze distributor and staff performance; provide productivity reports.
• Negotiate sales terms with major accounts in consultation with RGM.
• Develop beat plans for field teams and engage key influencers.
• Drive distributor performance on sales, delivery and service metrics.
• Suggest new distributor appointments and manage channel development.
• Gather market intelligence and forecast trends to management.

Skills

Sales planning

Forecasting

Analytical skills

Tools

MS Office

Job description

Roles and Responsibility

Sales Planning and Reporting

1. 1. Accurately forecast annual, quarterly and monthly revenue streams
2. 2. Collaborate with RGM to develop sales strategies to improve market share in all product lines.
3. 3. Monitor area sales, analyse variances and develop & implement area specific sales action plans to ensure revenue growth across product categories.
4. 4. Maintain sales staff and distributor performance records in order to effectively analyse business and individual performance; provide productivity reports as required to management.

Sales Execution

1. 5. Perform sales activities for major accounts and negotiate sales price and discounts in consultation with RGM.
2. Map the retail outlets in the area and allocate them to the sales team.
3. 7. Create beat plan for TGEs and TGMs and monitor its adherence; assist them in establishing personal contact and rapport with key influencers, decision-makers in the area.
4. Liaise with major accounts and negotiate sales price and discounts in consultation with RGM.
5. Drive and monitor distributor performance on metrics of sales, on-time delivery, query resolution.
6. 10. Provide recommendations on new distributor appointment and distributor management system.
7. 11. Channel Development for primary and secondary sales; channel management and expansion.

Market Intelligence and Analysis

1. Constantly gather market and competitor intelligence, evaluate market trends and provide updates to RGM, along with recommendations for tackling
2. Compile and analyse clustered specific sales figures to derive sales trends and forecasts across products.

Activations & Launches

1. Provide inputs to the regional branding execution manager in devising apt branding initiatives for the area.
2. Implement area specific trade promotional/branding/marketing initiatives activities and strive to ensure maximum visibility through the marketing and promotion activities.
3. Conduct influencer engagement programs like sales promotion activities and key plumber/architect/consultant meets for demand generation.
4. 17. New Product Development planning & execution in the assigned area

Resource Management and Development

1. Responsible for the recruitment, direction, organisation, performance appraisal, control and motivation of sales team to accomplish specific sales objectives.
2. Educate and train sales team (self + through corporate sales training) in the areas of account sales and growth, selling & communication skills, presentation skills, competition tracking and business/financial matters on contracts/ invoicing etc.

Role Specific Competencies

• Problem-solving and analytical skills to interpret sales performance and market trend information.
• Ability to motivate and lead the sales team.
• Experience in developing marketing and sales strategies Excellent oral and written communication and presentation skills, plus a good working knowledge of Microsoft Office Suite
• Ability to build relationships,
• Influencing and Negotiation ability

Language : Fluent in English and local language