Job Description

Competencies

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Responsibilities & Key Deliverables

Area Sales Manager (ASM) – Field Crops

Location: Nabarangpur,Odisha

Department: Sales – Field Crops

Reporting To: Regional Sales Manager / Zonal Sales Manager

Job Purpose

To drive sales growth, market penetration, and business development for the Field Crops portfolio within the assigned territory. The role is responsible for achieving sales targets, strengthening the dealer-distributor network, executing market development activities, and ensuring effective implementation of sales strategies to maximize revenue and market share.

Key Responsibilities

Sales & Business Development

• Achieve monthly, quarterly, and annual sales targets for assigned products and territory.
• Develop and execute territory sales plans aligned with business objectives.
• Identify growth opportunities and increase market share across the assigned region.
• Monitor market trends, competitor activities, pricing, and product performance.
• Drive primary and secondary sales through effective channel management.

Channel Management

• Appoint, develop, and manage distributors and dealers within the territory.
• Ensure channel partner profitability and business sustainability.
• Monitor distributor stock levels, sales performance, and collections.
• Resolve channel partner concerns and maintain healthy business relationships.

Market Development

• Plan and execute farmer meetings, field demonstrations, crop shows, field days, and promotional campaigns.
• Work closely with the technical and marketing teams to demonstrate product performance and benefits.
• Collect market intelligence and customer feedback for continuous product improvement.
• Enhance brand visibility and product awareness among farmers and influencers.

Team Management

• Guide and support Sales Officers and field staff operating within the territory.
• Monitor field activities, customer visits, and sales productivity.
• Ensure capability development and performance management of team members.

Customer Relationship Management

• Establish strong relationships with farmers, progressive growers, distributors, dealers, and key influencers.
• Address customer complaints and provide timely solutions.
• Ensure high levels of customer satisfaction and retention.

Collection & Compliance

• Ensure timely collection of outstanding payments from channel partners.
• Maintain compliance with company policies, sales processes, and reporting requirements.
• Submit accurate sales forecasts, market reports, and business updates.

Key Performance Indicators (KPIs)

• Achievement of sales targets and revenue growth.
• Market share growth in assigned territory.
• Dealer and distributor productivity.
• Collections and receivables management.
• Execution of promotional and market development activities.
• New dealer appointments and territory expansion.
• Team productivity and customer engagement.

Qualifications & Experience

• Bachelor's degree in Agriculture, Agribusiness, Marketing, or related field.
• MBA (Marketing/Agribusiness) preferred.
• 5-8 years of sales experience in Seeds, Crop Protection, Agri Inputs, or related agri-business sector.
• Minimum 2-3 years of experience managing a territory independently.
• Knowledge of Field Crop markets and agronomic practices in Madhya Pradesh region will be preferred.

Industry Preferred

General Requirements

Our commitment to Diversity, Equity, and Inclusion

At Mahindra and Mahindra Limited, we believe that diversity drives innovation, and inclusion is at the heart of everything we do. We are committed to cultivating a workplace where every individual feels valued, respected, and empowered to thrive.

We are proud to be an Equal Opportunity Employer. All qualified applicants will be considered for employment without regard to age, caste, race, religion, color, ethnic origin, gender identity, nationality, physical or mental disability, medical condition, sexual orientation, educational background, marital or domestic partnership status, pregnancy or childbirth, veteran status, citizenship status, ancestry, financial status, or any other personal characteristic protected by applicable law.

We actively encourage candidates from all backgrounds to apply and bring their unique perspectives to our teams. We are committed to ensuring an accessible and inclusive experience for all applicants.

Together, we rise by embracing differences and building a future that reflects the communities we serve.