Zonal Business Manager

Position: Zonal Business Manager (Agrochemicals/Crop Protection)

Work Location : Odisha

Role Overview

The role will oversee sales & Demand Generation operations across multiple territories within their zone. This role involves direct selling, driving demand creation, and managing a team of retailers. The ZBM will provide leadership and vision for channel partners while implementing sales policies and programs to achieve sales and profit goals for their zone.

Key Responsibilities

• Develop and execute sales strategies for the assigned territory in line with the business plan.
• Drive sales volume, ensure timely receivables collection, and implement the go-to-market (GTM) strategy effectively.
• Oversee DG activities to ensure delivery of liquidation goals for their regions.
• Create and roll out the district business plan each year to align with company goals.
• Lead and develop the team by identifying talent, mentoring, and fostering growth.
• Identify, recruit, and nurture profitable selling retailers, direct buyers, and customers.
• Plan and conduct retailer/customer meetings and field days to strengthen relationships and drive business.
• Build and maintain strong connections with retailers, customers, and key business partners to drive joint DG initiatives.
• Optimize territory operations through market penetration, resource allocation, and block analysis.
• Map out customer engagement activities, set goals, and track progress to drive sales.
• Strengthen retail presence by improving penetration, increasing depth, and growing counter share.
• Utilize sales planning, forecasting, and performance monitoring mechanisms to track progress and take corrective action when needed.
• Optimize the use of channel partner programs to enhance brand positioning & drive business growth.
• Monitor and optimize sales fixed costs while ensuring business quality through efficient sales returns and collections.
• Collaborate with ZDCL to drive the effective execution of DG activities, including targeted farmer engagement programs, field demonstrations, and other strategic initiatives.
• Gather and share market intelligence and customer feedback with the DG team to enhance and refine DG strategies.

Activity Plan Breakdown

• Retail Servicing & Territory Planning (35%) Plan and execute retail servicing strategies, ensuring effective territory coverage and market penetration (7 days/month).
• Distribution Management (15%) Oversee distribution channels to ensure smooth product availability and sales execution (6 days/month).
• DG Delivery Supervision (35%) – Monitor and supervise DG delivery to efficient execution (7 days/month).
• Reporting & Leadership Engagement (15%) – Participate in reporting, leadership meetings, team discussions, business review meetings (BRM), and performance analysis to drive strategic decision-making (3 days/month).

Qualification, Experience & Skills

• Bachelor's / Master's Degree in Agriculture.
• Experience – Total of 7 to 10 years of experience in the Seeds & Agrochemicals industry.
• Planning and Execution Skills – Capable of establishing business plans and driving execution.
• Business Knowledge – Apply and maintain agronomic technical/functional expertise.
• Technical Skills – Knowledge and proficiency with Microsoft Office Suite, specifically Word, Excel, and Outlook.
• Self-Management Skills – Inspire trust, demonstrate adaptability, practice self-development and discipline. Ability to work independently with successful timely completion of quality deliverables. Maintain high levels of integrity and perform with minimal supervision.
• Strategy Skills – Create customer loyalty.
• Interpersonal Skills – Build relationships and manage conflict with retailers.