ZSM (Zonal Sales Manager) Location : Kanchipuram,Coimbatore,Salem,Trichy Qualification Bachelors Degree or Masters Degree or Any Agri Related Preferred Department – Sales and Marketing Experience – 4 To 10 years of relevant fertiliser field experience CTC – Based on Experience Qualifications Bachelor's or Master's degree in Agriculture or related field Strong sales and distribution experience within the fertiliser/agriculture industry Proven track record of achieving and surpassing sales targets Experience in creating and executing sales plans and strategies Ability to lead and manage sales teams Knowledge in market research and analysis Excellent communication, negotiation and interpersonal skills Experience with fertilizer product portfolio Fluent in Tamil and English Roles and Responsibilities: Creating Long Term and Short-Term Goals for The Assigned Region: Ensure that the assigned region is developed in a responsible manner (with the focus on dealer productivity /cash sales) while ensuring that there is sustained Y-O-Y growth Continuous Market Visits to Achieve Targets: Plan and carry out field visits, i.e., visiting dealers, distributors, farmers, etc. in yours as well as your team's assigned territories for product awareness Strong Interpersonal Skills: Coordinate between Management and ZSMs / TSMs / MDOs, the Factory and the Head Office. Keep in regular contact with team members and maintain a healthy professional relationship with subordinates and superiors. Train the TN Sales Team over time to be a second line of managers as the team grows Forecasting: Forecasting of sales to be done based on historical data, of the region, Market potential and Dealer potential, based on competing products Formulating And achieving Business Strategies: Create and achieve sales plans and formulate overall strategies in alignment with the business objectives for the assigned region. Ensure that the budgeted sales volumes, collection targets and revenues are met with, so as to achieve business results in line with the Company's credit policy Dealer Management: Set market expansion targets every FY, assess the creditworthiness of dealers, facilitate dealer / wholesaler appointment, ensure tight credit control and bring in institutional orders (estates/ units/ sugar mills etc). Also, fix dealer credit limits, travel with the wholesaler to visit their sub dealer network, periodically check the stock availability at the factory and warehouse, and work with the logistics team to ensure on-time delivery of orders Handling Institutional Sales: Visit, forecast and secure orders from corporates and institutions Maintain Government relations: Develop and maintain effective working relationships with government officials at various levels to promote our products across various departments Periodic Performance Review: To periodically review the sales numbers with the Sales Team. Prepare periodic MIS reports and present the performance data regularly to the Top Management. New Product Promotion: Formulate plans for the promotion of new products when introduced, plan the launch, make an attractive selling pitch, set and achieve targets to earn incentives for new-product sales Data Analysis: Analyse data such as dealer wise outstanding, sales target vs actual, dealer wise sales, TN Sales Team performance analysis, dealer wise collection status, repeat customers etc. on a regular basis to improve sales and to make data-driven decisions Monitoring Competitors: Analyse competitors' activities on a regular basis to decide the packaging and pricing of products tailored specifically for the assigned region to increase market share in the assigned territory Training & Reporting: Train/educate your assigned Sales team on new products, market trends, selling skills and motivate the team to perform better. Fill the Daily Work Report at the end of each day and provide the Daily Tour Plan before travel to the Top Management on days when travel is involved Farmer-level Promotions / Market Development: Conducting Farmer Meetings and adding value by ensuring repeat orders are placed.
