Sr. Area Sales Manager

9 hours ago

Ludhiana, Punjab, India Mahindra & Mahindra Limited. Full time

Responsibilities & Key Deliverables

Sales & Collection

Set target for the dealer/retailer after taking into account capacity to sell as well as total sale last year

Achieve month-on-month sales and collection plan

Administer collection schemes/cash discounts to dealers/retailers to ensure that outstanding is recovered as per policy

Channel Mgmt

Identify financially sound channel partners (A&B) by observing the companies they are associated with, the current outstanding in the market, their debtor days, yearly turnover, their market feedback, credit or cash party, etc.

Propose appointment of new channel partner to RM post satisfactory analysis

Complete channel appointment by April end for Kharif season and October end for Rabi season

Showcase the value in the product portfolio to new dealers/retailers by involving them in demonstrations/farmer meetings

Explain, clarify and enforce business policy amongst all dealers/retailers so as to ensure alignment amongst all stakeholders

Conduct dealer/retailer meeting at the beginning of the season to explain new products and their applications, new collection schemes (if any), business policy and reward good performers of last season

Monitor liquidation of products as against payment received from customers.

Ensure that 70% of budgeted sales comes from super league dealers

Motivate super-league dealers to increase sales by showcasing value in our product portfolio

Demand Generation

Finalise the placement of FDOs at respective dealers/distributors as per the crop and gold category products planning. Ensure FDO productivity by tracking FDO performance (liquidation) on weekly basis.

Ensure proper utilization of promotional budget through the right and judicious use of posters, banners, leaflet distribution at high impact/high visibility areas

Prepare well thought out route map covering important villages and retail outlets for self and FDO as well.

Conduct village level camps for farmers along with respective FDO wherein crops, common diseases/pests related to that crop, our products and their applications are explained and discussed

Conduct and train FDOs on how to organize an effective farmer meeting at villages

Conduct and train FDOs on how to engage in an effective product demonstration to farmers

Conduct product demonstrations by self and farmer meetings/month consisting of 75 farmers each

Conduct at least 4 field days along with FDO

Extensive field travel (at least 15 night halts/month)

Train the team below (FDOs) to ensure 100% Compliance and strict adherence to BIZOM system for attendance, route maps and liquidation

Collaborate with Crop consultants by showcasing the value of our product portfolio thereby creating influencers amongst farmers

Market Identification and competitor analysis

Identify opportunities to enter new adjacent markets by proper analysis of crops, pests/diseases, our corresponding product portfolio, type of market (cash/credit), profile of competitors present as well as their molecules and suggest the same to RM/ZM.

Provide vital competitor information to Regional Manager/ZM/HO wrt the product pricing strategies

Experience

5- 10 Years

Industry Preferred

Qualifications

BCom / Mcom

General Requirements

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