Territory Sales Manager

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

Job summary

UPL Limited in India is seeking a dynamic Territory Sales Manager to drive growth by managing dealer and distributor networks within the assigned territory. You will achieve sales targets, expand market presence, strengthen channel relationships, and execute sales and marketing initiatives while ensuring excellent customer engagement.

Experience in rural markets and agribusiness, 3-8 years, with strong analytical and reporting skills will help you succeed in this role.

Qualifications

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

Responsibilities

• Achieve primary and secondary sales targets for the territory.
• Develop and execute territory sales plans to maximize market share and revenue.
• Identify new business opportunities and expand dealer/distributor network.
• Drive product penetration across key crops and market segments.
• Manage relationships with distributors, dealers, and retail partners.
• Monitor distributor inventory, stock movement, and collections.
• Prepare territory-wise sales forecasts and demand plans.
• Monitor sales performance against targets and initiate corrective actions.
• Maintain sales MIS reports and market intelligence.

Skills

Territory sales

Channel management

Market development

Customer engagement

Sales forecasting

MIS reporting

Credit collections

Education

Bachelors in agriculture

MBA in Sales/Marketing

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.