IPL Biologicals - Territory Manager - Sales

Purpose of the Role:

Duties and Responsibilities:

- Plan and ensure product availability on shelves at the right time, in the right quantity.

- Drive market share growth through effective territory planning and execution.

- Support channel engagement and campaign execution while implementing Go-To-Market (GTM) strategies.

- Plan, track, and manage the activities of Market Development Officers (MDOs).

- Build and maintain strong relationships with distributors and retailers.

- Ensure timely planning, placement, liquidation, and collections.

- Accurately report sales and commercial activities using Salesforce.com (SFDC) and other digital platforms.

- Participate in country/division projects and execute additional responsibilities assigned by senior management.

Key Result Areas (KRA):

- Ensure effective channel management for product availability, liquidation, and minimal return.

- Drive timely collection of payments and manage errant customers as per policy.

- And good knowledge of Product demonstration. Conduct Farmer Meeting.

Skills Must Have:

- Communication Clear, persuasive, and professional interaction with stakeholders.

- Leadership Ability to manage and motivate a sales team.

- CRM Expertise Proficiency in managing client relationships.

- Market Analysis Strong understanding of trends, competition, and customer needs.

- Time Management Ability to prioritize and manage multiple tasks.

- Problem-Solving Handling customer and team issues effectively.

- Adaptability Adjusting quickly to market and business changes.

Required Skills:

- Strong sales and customer relationship management background.

- Large customer management skills and customer service attitude.

- Knowledge of local language, products, and markets.

- Strong collaboration and team player mindset.

Reporting & Functional Details

Function Supported: Sales & Marketing

Budget Responsibility: State-wise allocation

Direct Reports: NA

Peer Coordination: Cross-functional collaboration with Sales, Marketing & Support teams

Position Specific Competencies:

- Ability to Execute. Focus on execution efficiency, particularly in demos, RDAs, farmer meetings, and product launch events (displays, board placements, MCM distribution, etc.).

- Goal Orientation. Strong drive to achieve and exceed sales targets, handle market challenges, and manage difficult situations with tact.

- Learning Ability. Capacity to adapt, unlearn outdated knowledge, and acquire new skills, including advancements in agro products, microbials, competitor offerings, and internal systems (e.g., HRMS).

- Specialized Knowledge. Comprehensive expertise in agronomy, nutrition, pest/disease management, and IPLs microbial product portfolio, applying this knowledge practically in customer engagement and business decision-making.