Area Sales Manager

Mahindra And Mahindra Ltd.; Burhanpur; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Mahindra and Mahindra Ltd. is seeking a seasoned sales professional in the agribusiness sector to drive pesticide/fertiliser sales and dealer collections.

You will work with a network of dealers/retailers, set aggressive targets, and implement cash discounts per policy while training FDOs and farmers through demonstrations. You will identify channel partners, manage seasonal allocations, align on product promotions, and monitor liquidation against receivables, with an emphasis on top-tier

Qualifications

• 5-10 years of experience in Sales of Pesticides/Fertilisers.
• Graduate- Agri degree or equivalent qualification is required.
• Strong understanding of dealer/retailer dynamics and field sales processes.

Responsibilities

• Set target for dealers/retailers considering capacity to sell and last year sales.
• Achieve month-on-month sales and collection plan.
• Administer collection schemes to recover outstanding as per policy.
• Identify financially sound channel partners and propose appointment to RM.
• Complete channel appointments by key seasonal deadlines and showcase product portfolio at demos.
• Explain and enforce business policy amongst dealers to ensure alignment.
• Conduct dealer meetings at season start to explain products, schemes, and rewards.
• Monitor product liquidation against payments and aim for 70% budgeted sales from top dealers.
• Motivate top dealers to increase sales by showcasing portfolio value.
• Identify opportunities to enter adjacent markets and provide pricing insights.

Skills

Sales

Channel Management

Field Demonstrations

Farmer Engagement

Education

Graduate- Agri

Job description

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Overall Feedback

Sales & Collection

• Set target for the dealer/retailer after taking into account capacity to sell as well as total sale last year
• Achieve month-on-month sales and collection plan
• Administer collection schemes/cash discounts to dealers/retailers to ensure that outstanding is recovered as per policy

Channel Mgmt

• Identify financially sound channel partners (A&B) by observing the companies they are associated with, the current outstanding in the market, their debtor days, yearly turnover, their market feedback, credit or cash party, etc.
• Propose appointment of new channel partner to RM post satisfactory analysis
• Complete channel appointment by April end for Kharif season and October end for Rabi season
• Showcase the value in the product portfolio to new dealers/retailers by involving them in demonstrations/farmer meetings
• Explain, clarify and enforce business policy amongst all dealers/retailers so as to ensure alignment amongst all stakeholders
• Conduct dealer/retailer meeting at the beginning of the season to explain new products and their applications, new collection schemes (if any), business policy and reward good performers of last season
• Monitor liquidation of products as against payment received from customers.
• Ensure that 70% of budgeted sales comes from super league dealers
• Motivate super-league dealers to increase sales by showcasing value in our product portfolio

Demand Generation

• Finalise the placement of FDOs at respective dealers/distributors as per the crop and gold category products planning. Ensure FDO productivity by tracking FDO performance (liquidation) on weekly basis.
• Ensure proper utilization of promotional budget through the right and judicious use of posters, banners, leaflet distribution at high impact/high visibility areas
• Prepare well thought out route map covering important villages and retail outlets for self and FDO as well.
• Conduct village level camps for farmers along with respective FDO wherein crops, common diseases/pests related to that crop, our products and their applications are explained and discussed
• Conduct and train FDOs on how to organize an effective farmer meeting at villages
• Conduct and train FDOs on how to engage in an effective product demonstration to farmers
• Conduct product demonstrations by self and farmer meetings/month consisting of 75 farmers each
• Conduct at least 4 field days along with FDO
• Extensive field travel (at least 15 night halts/month)
• Train the team below (FDOs) to ensure 100% Compliance and strict adherence to BIZOM system for attendance, route maps and liquidation
• Collaborate with ‘Crop consultants’ by showcasing the value of our product portfolio thereby creating influencers amongst farmers

Market Identification and competitor analysis

• Identify opportunities to enter new adjacent markets by proper analysis of crops, pests/diseases, our corresponding product portfolio, type of market (cash/credit), profile of competitors present as well as their molecules and suggest the same to RM/ZM.
• Provide vital competitor information to Regional Manager/ZM/HO wrt the product pricing strategies

Experience

5-10 years of experience in Sales of Pesticides/Fertilisers

Qualifications

Graduate- Agri

Our commitment to Diversity, Equity, and Inclusion

At Mahindra and Mahindra Limited, we believe that diversity drives innovation, and inclusion is at the heart of everything we do. We are committed to cultivating a workplace where every individual feels valued, respected, and empowered to thrive.
We are proud to be an Equal Opportunity Employer. All qualified applicants will be considered for employment without regard to age, caste, race, religion, color, ethnic origin, gender identity, nationality, physical or mental disability, medical condition, sexual orientation, educational background, marital or domestic partnership status, pregnancy or childbirth, veteran status, citizenship status, ancestry, financial status, or any other personal characteristic protected by applicable law.
We actively encourage candidates from all backgrounds to apply and bring their unique perspectives to our teams. We are committed to ensuring an accessible and inclusive experience for all applicants.
Together, we rise by embracing differences and building a future that reflects the communities we serve.