Area Manager

3 weeks ago

Gurgaon, Haryana, India FMC Corporation Full time

Key Responsibilities:


Sales Growth and Market Share:


Manage domestic sales growth in line with company objectives, focusing on increasing market share within respective territories. Ensure overall region business performance meets targets by guiding reporters in identifying new crops, markets, and developing short-term and long-term business strategies.


Area Profitability:



  • Maximize net realization by product for each territory, aiming for targeted net realization growth.
  • Ensure accurate credit management, maintaining an average outstanding debtor's days and bad debts as a percentage of sales.
  • Achieve cash sales percentage targets, increasing cash sales percentage over previous years.

Depot Management:



  • Evaluate and agree upon budgeted expenses as a percentage of sales for each territory.
  • Monitor and improve inventory management, minimizing value loss due to expired stocks.
  • Ensure optimal utility of available stock in depots, maintaining a low quantum of expired or near-expiry stocks.

Resource Management:



  • Implement efficient inventory management, aiming for low inventory levels and higher per-territory turnover.
  • Reduce expenses to sales ratio/percentage for each territory.

Team Building:



  • Effectively manage and utilize team knowledge and skills to achieve full market potential.
  • Allocate annual budgets based on market potential, ensuring team understanding of company focus.
  • Submit reports in a timely manner, maintaining 90% accuracy levels.
  • Develop market demand for key products, creating branding exercises and promotional initiatives.
  • Monitor and improve team productivity, channeling efforts to increase the top line and reach.
  • Implement effective inventory management at the depot and channel levels.
  • Control debtors and outstanding sales days, identifying market and distribution gaps.
  • Appoint and guide the right distributors/dealers, ensuring Territory Managers achieve annual objectives.
  • Utilize resources efficiently, demonstrating leadership skills in team management and retention.
  • Liaise with Department of Agriculture and University Scientists, maintaining market intelligence and trends.
  • Perform administrative tasks, including obtaining weekly/campaign review reports, TES/promotional expense claims, and conducting monthly team meets.
  • Utilize discounts effectively, controlling stock movement and infiltrations at inter-distributor/inter-territory levels.
  • Implement 'Business Policy Guidelines,' including written indents, stock receipt acknowledgments, quarterly balance confirmations, and leaky/damage claims.
  • Participate in campaigns and Field Officer Review meets, maintaining a farmer database and preparing short- and long-term plans for the region.
  • Identify and prepare future leaders from the team, focusing on Agricultural Sciences, Crop Agronomy, Pests and diseases control methods, Farmer's psychology, and geographical knowledge of the area.

Knowledge, Skills, Attitude/Motives/Behavioral Traits:



  • Agricultural Sciences
  • Crop Agronomy
  • Pests and diseases control methods
  • Farmer's psychology
  • Geographical knowledge of the area

Requirements:



  • Knowledge of Agricultural Sciences
  • Crop Agronomy
  • Pests and diseases control methods
  • Farmer's psychology
  • Geographical knowledge of the area

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