Territory Sales Manager

UPL Limited; Saharanpur; On-site; INR 600,000 - 1,400,000; Full time

Job summary

UPL Limited in Uttar Pradesh invites applications for Territory Sales Manager to lead dealer and distributor networks, drive sales growth, and expand market share in the agrochemical segment. You will plan demand generation and ensure product availability across the territory.

The role requires strong field leadership, stakeholder management, and the ability to analyze market trends, coordinate with marketing, supply chain and finance teams, and consistently hit revenue targets.

Qualifications

• Bachelor's or Postgraduate degree in Agriculture.
• 68 years of experience in agrochemical sales through dealer/distributor channel.
• Strong understanding of crop patterns and regional agricultural practices.
• Proven track record of territory growth and channel development.

Responsibilities

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Drive primary and secondary sales through dealers and distributors.
• Ensure product availability and healthy inventory levels across the channel.
• Focus on increasing market share and expanding product penetration.
• Appoint, develop, and manage distributors and dealers within the territory.

Skills

Strong sales

Negotiation

Channel management

Market analysis

Team leadership

Communication

Relationship management

Execution capability

Education

Bachelors/Postgraduate in Agriculture

Job description

The Territory Sales Manager (TSM) will be responsible for driving sales growth and expanding market share within the assigned territory through effective management of dealer and distributor networks. The role involves demand generation, channel strengthening, stakeholder management, and territory development to achieve business objectives.

Key Responsibilities

1 Sales & Revenue Growth

• Achieve monthly, quarterly, and annual sales targets for the assigned territory.
• Drive primary and secondary sales through dealers and distributors.
• Ensure product availability and healthy inventory levels across the channel.
• Focus on increasing market share and expanding product penetration.

2 Channel Management

• Appoint, develop, and manage distributors and dealers within the territory.
• Strengthen relationships with channel partners to improve performance and loyalty.
• Monitor distributor ROI, stock levels, and liquidation.
• Ensure adherence to company policies and credit norms.

3 Demand Generation & Field Activities

• Plan and execute demand generation activities such as farmer meetings, product demonstrations, field days, and promotional campaigns.
• Support channel partners in executing local marketing initiatives.
• Provide technical product guidance to dealers and farmers.

4 Team & Stakeholder Management

• Lead and guide field staff (if applicable) to ensure effective territory coverage.
• Collaborate with marketing, supply chain, and finance teams for smooth operations.
• Build strong relationships with key influencers, progressive farmers, and opinion leaders.

5 Market Intelligence & Analysis

• Conduct regular market surveys to track competitor activities, pricing, schemes, and product performance.
• Analyze crop patterns, acreage, and seasonal demand trends.
• Provide timely market feedback and business forecasts to management.

Key Performance Indicators (KPIs)

• Sales achievement vs. target
• Secondary sales growth
• Distributor productivity & coverage
• Demand generation effectiveness
• Market share growth
• Collection efficiency

Required Qualifications & Experience

• Bachelors/ Post Graduate degree in Agriculture.
• 68 years of experience in agrochemical sales through dealer/distributor channel.
• Strong understanding of crop patterns and regional agricultural practices.
• Proven track record of territory growth and channel development.

Key Skills & Competencies

• Strong sales and negotiation skills
• Channel management expertise
• Market analysis and business planning
• Team leadership ability
• Excellent communication and relationship management skills
• Result-oriented with strong execution capability