Territory Sales Manager

UPL Limited; Ganjam; On-site; INR 600,000 - 900,000; Full time

Job summary

UPL Limited in Odisha invites a dynamic Territory Sales Manager to drive growth by managing dealer and distributor networks in the assigned territory.

You will hit primary and secondary sales targets, develop territory sales plans, expand the dealer base, and strengthen channel relationships while delivering agronomic support to farmers.

The role requires 3–8 years in agrochemical or related sales and a background in agriculture; an MBA in Sales/Marketing will be an added advantage.

Qualifications

• 3–8 years of sales experience in Agrochemical or related industry.
• Experience managing dealer and distributor channels.
• Bachelor's degree in Agriculture.
• MBA in Sales/Marketing is an added advantage.
• Strong understanding of rural markets and agricultural practices.

Responsibilities

• Achieve primary and secondary sales targets for the assigned territory.
• Develop and execute territory sales plans to maximize market share and revenue.
• Identify new business opportunities and expand the dealer/distributor network.
• Drive product penetration across key crops and market segments.
• Ensure consistent business growth through effective territory management.
• Manage and strengthen relationships with distributors, dealers, and retail partners.
• Appoint new channel partners based on business potential.
• Monitor distributor inventory, stock movement, and liquidation.
• Ensure timely collections and maintain healthy outstanding levels.
• Resolve channel partner issues promptly to ensure smooth business operations.
• Prepare territory-wise sales forecasts and demand plans.
• Monitor sales performance against targets and initiate corrective actions.
• Maintain accurate sales reports, market intelligence, and competitor analysis.
• Ensure timely submission of daily, weekly, and monthly MIS reports.
• Ensure timely collections from distributors and dealers.
• Monitor credit exposure and adhere to company credit policies.
• Ensure compliance with company processes and documentation requirements.

Skills

Dealer & Distributor Management

Sales Planning

Customer Engagement

Market Development

Channel Management

Negotiation

Education

Bachelors in Agriculture

MBA in Sales/Marketing (advantage)

Job description

We are looking for a dynamic and result-oriented Territory Sales Manager to drive business growth by effectively managing dealer and distributor networks within the assigned territory. The incumbent will be responsible for achieving sales targets, expanding market presence, strengthening channel relationships, and executing sales and marketing initiatives while ensuring excellent customer engagement.

Key Responsibilities

Sales & Business Development

• Achieve primary and secondary sales targets for the assigned territory.
• Develop and execute territory sales plans to maximize market share and revenue.
• Identify new business opportunities and expand the dealer/distributor network.
• Drive product penetration across key crops and market segments.
• Ensure consistent business growth through effective territory management.

Channel Management

• Manage and strengthen relationships with distributors, dealers, and retail partners.
• Appoint new channel partners based on business potential.
• Monitor distributor inventory, stock movement, and liquidation.
• Ensure timely collections and maintain healthy outstanding levels.
• Resolve channel partner issues promptly to ensure smooth business operations.

Market Development

• Conduct market surveys to identify customer needs, competitor activities, and emerging market trends.
• Develop market expansion strategies in consultation with the Regional Sales Manager.
• Increase product visibility through field demonstrations, farmer meetings, and promotional campaigns.
• Execute seasonal marketing activities to generate demand.

Customer Engagement

• Build strong relationships with dealers, distributors, progressive farmers, and influencers.
• Provide technical product guidance and agronomic support to channel partners and farmers.
• Address customer queries and ensure high levels of customer satisfaction.

Sales Planning & Reporting

• Prepare territory-wise sales forecasts and demand plans.
• Monitor sales performance against targets and initiate corrective actions.
• Maintain accurate sales reports, market intelligence, and competitor analysis.
• Ensure timely submission of daily, weekly, and monthly MIS reports.

Collections & Compliance

• Ensure timely collections from distributors and dealers.
• Monitor credit exposure and adhere to company credit policies.
• Ensure compliance with company processes and documentation requirements.

Key Performance Indicators (KPIs)

• Achievement of Primary & Secondary Sales Targets
• Dealer & Distributor Development
• Market Share Growth
• New Dealer Appointments
• Collection Efficiency
• Product Mix Achievement
• Demand Generation Activities
• Customer Satisfaction
• Territory Coverage
• Sales Forecast Accuracy

Desired Candidate Profile

Education

• Bachelors degree in agriculture (B.Sc. Agriculture) preferred.
• MBA in Sales/Marketing will be an added advantage.

Experience

• 3-8 years of sales experience in the Agrochemical, Crop Protection, Seeds, Fertilizer, or Agri-input industry.
• Proven experience in managing dealer and distributor channels.

Strong understanding of rural markets and agricultural practices.