Description:

Location: (GUJARAT/MP/MAHARASHTRA)

Reports to: Business Head

Scope: Domestic sales only - B2C (farmers via dealers/distributors/FPOs/CBBOs) + B2B Institutional (processors, input majors, feed/food/textile/pulp customers)

P&L: Full Sales P&L ownership (revenue, gross margin, trade spend, collections)

Qualifications (Minimum) Bachelors in agriculture Agri Business/Life Sciences/Biotech/Chem/ Chemical/Mechanical/Production/Industrial or related.

MBA/PGDM in Sales/Marketing/Agri Business preferred.

Multilingual (Hindi + English proficiency)

Strong Sales Expertise and Experience with mid/major org handling a large PnL with process and business excellence

Mission - expanding, high-performance team.

Ignite domestic market excitement for our enzyme products and scale a high-velocity sales organization to the first milestone of 500 Cr, with strong price realization, tight cash recovery, and a rapidly

What you will own -:

- Sales Strategy (Domestic): Translate business goals into simple, field-ready plans by state/district/crop/segment; set targets and pack/price corridors that protect realization.

- Customer Excitement & Launches: Lead large-format field days, dealer/FPO activations, and procurement-grade demos that turn curiosity into purchase and repeat.

- Distribution & Coverage: Appoint/exit distributors; expand productive outlets and FPO/CBBO partnerships; ensure visibility, availability, and secondary sales throughput.

- Cash & Commercial Quality: Drive collections and DSO within policy; manage schemes and trade spend; enforce credit discipline without slowing growth.

- Team Build & Scale: Hire RSMs/ASMs/field reps; roll out train-the-trainer playbooks, simple incentives, and a clear weekly operating rhythm (Sheets/WhatsApp is fine).

- Key Accounts (Domestic Institutional): Personally lead top deals and multi-site expansions; lock in trials-to-contracts with procurement.

- Feedback to Business/R&D: Convert field pain points and win/loss reasons into product claims, packs, and pricing moves that lift sales.

Decision rights:

- Territory design and quotas; distributor appointment/exit.

- Pricing within corridor; approval of schemes and local activation budgets.

- Credit limits/holds within policy, hiring for Sales org.

Candidate profile:

Experience: 612+ years in agri-inputs/bio stimulants/crop nutrition; scaled multi-state sales teams and channels (dealer + FPO/CBBO + institutional).

- Track record: Built or turned around businesses to 200500 Cr with strong realization and collections.

- Strengths: Passionate field seller and storyteller; tough on cash; strong distribution design and people leadership in fast growth.

- Tools: Comfortable with lightweight ops (Sheets, WhatsApp groups, basic dashboards); process- smart without bureaucracy.

KPIs Revenue & Mix:

- Sales vs. plan by channel/region/SKU; contribution per district; % sales from priority SKUs.

Price Realization & Margin:

- Net realization % (post schemes/discounts); gross margin %; discount leakage [Z]%.

Cash:

- DSO within policy; collections efficiency %; overdue reduction month-on-month.

Coverage & Throughput:

- Active outlets and FPO/CBBO MoUs; secondary sales throughput/outlet; beat compliance and order strike rate.

Demand Engine:

demos/activations, demo -> purchase %, 90-day repeat %, # credible testimonials/case studies.

Team Scale & Quality:

- Time-to-fill critical roles, new-hire ramp time, training completion, voluntary attrition of top performers.

Business Understanding Sales (Insight-to-Revenue):

- Documented market insights converted into actions (pricing, packs, claims, partnerships).

- Revenue from insight-led initiatives (e.g., new crop/season use-case, new pack) as % of total sales.

- Win/loss coverage with clear economic reasons; implemented fixes and measured lift. Compliance

- Adhere to labelling/claims and relevant FCO/bio stimulant guidelines; maintain evidence (photos, attendance, invoices) for audits.

Travel: 5070% across priority clusters and key accounts