Regional Sales Manager

Amor Management Consultants; Bengaluru; On-site; INR 2,400,000 - 4,000,000; Full time

Job summary

Amor Management Consultants is seeking a Regional Sales Leader for the agrochemical business in the Bengaluru region. The role focuses on achieving sales, collections, and profitability targets across the assigned region, with emphasis on cash sales, dealer management, and farmer engagement.

You will drive regional sales planning, demand generation, and team performance while ensuring budget discipline and adherence to credit policies.

Qualifications

• 8–12 years of sales experience in the agrochemical industry.
• Bachelor's degree in Agriculture; MBA in Agribusiness is an added advantage.
• Mandatory regional experience handling Central Karnataka, South Karnataka, or Tamil Nadu.

Responsibilities

• Plan and drive regional sales with a focus on cash sales and collections.
• Develop monthly to annual sales plans based on market trends and crop patterns.
• Build and manage the regional dealer network and channel partnerships.
• Drive farmer engagement and field demonstrations to support sales.
• Monitor debtor days and ensure adherence to credit policy.
• Collaborate with senior leadership to achieve regional targets.

Skills

Sales experience

Education

Bachelor's Degree in Agriculture

MBA in Agribusiness (advantage)

Job description

Job Purpose

Lead and manage regional sales operations for the agrochemical business, with responsibility for achieving sales, collection and profitability targets across the assigned region.

The role will drive regional sales planning, dealer/channel management, demand generation, farmer engagement and team performance, while ensuring effective utilization of budgets and adherence to business and credit policies.

Key Responsibilities

• Plan and drive regional sales with a strong focus on cash sales, Gold Category products and advance collections to improve regional profitability.
• Prepare monthly, quarterly, half-yearly and annual sales plans based on market trends, crop patterns, seasonality and business objectives.
• Develop rolling three-month sales plans using market research and forecasting to ensure timely product availability.
• Drive regional sales in collaboration with Zonal Incharges and senior sales leadership to establish and achieve regional sales goals.
• Ensure strict adherence to monthly sales plans and business guidelines.
• Ensure profitability across territories through effective sales planning and appropriate product mix.
• Plan, drive, execute and review collections as per company policy to reduce debtor days and improve working capital.
• Identify new product opportunities by understanding farmer requirements, market trends and competitor activities.
• Benchmark competitor companies on product pricing and strategies and develop appropriate sales and marketing strategies.
• Implement sales policies effectively at the field level to drive clean sales and collections through the sales team.
• Prepare contingency plans for regional budgets and provide market inputs for business planning.
• Explore opportunities to create synergies with other agricultural businesses to generate additional business opportunities.

Channel Management

• Appoint new dealers in accordance with company policies to strengthen the regional dealer network.
• Guide, train and support the sales team on business policies, credit policies and dealer appointment guidelines.
• Manage key dealers by reviewing Budget vs. Actual Sales, inventory levels and liquidation to maximize business potential.
• Build and maintain strong relationships with key customers and identify new customer opportunities.
• Review debtor days in line with credit policy and take preventive and corrective actions to maintain healthy working capital.
• Ensure timely account reconciliation with channel partners.

Demand Generation & Farmer Engagement

• Track Field Development Officer (FDO) productivity on a monthly basis and take corrective action wherever required.
• Support hiring and training activities to ensure availability of competent FDOs in the field.
• Manage regional promotional budgets and ensure effective utilization for priority product categories.
• Ensure team compliance with BIZOM processes and conduct regular reviews for adherence.
• Finalize FDO requirements in consultation with Territory Managers and Zonal Leadership based on crop and product plans.
• Deploy promotional budgets to Territory Managers based on respective market potential to maximize returns.
• Guide and approve monthly Field Demonstrations, farmer meetings and Mega Farmer Meeting plans.
• Review planned vs. actual field demonstrations and take corrective or proactive actions.
• Drive customer-centricity by motivating the team to conduct farmer meetings and actively participate in farmer engagement activities.
• Attend at least 10 farmer meetings per month to maintain strong customer and market connect.
• Travel extensively across the assigned region, including a minimum of 15 overnight field halts.
• Ensure effective route planning for self, Territory Managers and FDOs.
• Identify and develop high-potential FDOs through regular coaching and field exposure.
• Drive farmer engagement through appropriate sales promotional activities and field initiatives.
• Oversee field demonstrations, farmer meetings and field visits and lead Mega Farmer Meetings.

Government Liaison

• Develop and maintain effective relationships with government authorities, including Agriculture Offices and Weights & Measures Offices.
• Liaise with relevant government bodies to ensure smooth business operations across the assigned region.

Team Management

• Interview, select and train field executives to drive demand generation activities.
• Build and develop strong Territory Manager and FDO teams through training on agronomy, products, sales processes, sales techniques and crops.
• Provide direction, regularly review team performance and provide constructive feedback to improve individual and team effectiveness.
• Develop a high-performing team aligned with regional business objectives and sales targets.

Candidate Profile

• Experience: 8 - 12 Years of experience in Sales within the Agrochemical Industry
• Qualification: Bachelors Degree in Agriculture; MBA (Agribusiness) will be an added advantage.
• MANDATORY – Regional Experience: Candidates MUST have prior hands-on experience handling either Central Karnataka, South Karnataka, or any region in Tamil Nadu.
• Candidates without sales experience in Central Karnataka, South Karnataka or Tamil Nadu should NOT be considered.