Regional Sales Manager bareilly Job Vacancy in UPL ltd Bareilly, Uttar Pradesh – Updated today

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Full Details :
Company Name : UPL ltd
Location : Bareilly, Uttar Pradesh
Position :

Job Description : Regional Sales Manager bareilly
Job Id: 3720
City:
Bareilly, Uttar Pradesh, India
Department: Sales
Function: Sales, Marketing and Alliance
Employee Type: Permanent Full Time
Seniority Level: Mid-Senior level

Description:
About UPL
UPL is a leader in global food systems and with the acquisition of Arysta LifeScience, is now one of the top 5 agricultural solutions companies worldwide. With revenue of US$5 billion, UPL has presence in 130 countries. With market access to 90 percent of world’s food basket and focused on high-growth regions, UPL represents a compelling value proposition for growers, distributors, suppliers and innovation partners in a consolidating market. UPL offers an integrated portfolio of both patented and post-patent agricultural solutions for various arable and specialty crops, including biological, crop protection, seed treatment and post-harvest solutions covering the entire crop value chain.

JOB DESCRIPTION

JOB TITLE: Regional Manager
DEPARTMENT : Sales & Field Marketing

POSITION REPORTING TO
Zonal Business Head

OBJECTIVE:
To achieve the organizational objectives to grow domestic sales and market share in Region Ensure overall region business is achieved.

Build platform for sustainable business growth by guiding TM in identification of new crops, new markets and help TM in working out short term and long term business strategy.
JOB RESPONSIBILITIES:

Manage sales growth in line with company objectives.
(a) Increase in market share crop wise / region wise / territory wise
(b) Sales achievement v/s target (Rs. Crores) and Market Share percentage for each region / territory
(c) Exceed / Maintain target achievements of focus products, crops in each region/ territory
(d) Increase in sales over previous year for each territory
Zonal Profitability
A) Realization
(a) Maximize net realization, product wise for each territory
(b) Product wise actual net realization v/s targeted net realization (for each territory)
(c) Growth in volume of specialty / profitable products for each territory and region
(d) Development and achievement of annual operating plan and budgets, in terms of revenue, EBITDA and market share
(e) Development and implementation of strategies to increase the profitability and broaden the product base of the business.
B) Credit Management
(a) Average outstanding debtor’s days
(b) Bad debts as a % of sales for each territory / state and zone
(c) Accuracy in budgeted monthly collection target v/s achievement
(d) Cash sales percentage v/s actual target
(e) Increase in cash sales % over previous year
Depot Management
(a) Define / agree with budgeted expenses as % of sales (selling expense, promotional expense other than salary and wages) for region / each territory – Selling expenses as a % of net sales vis-à-vis norm (selling expenses including field officer travel, secondary freight, godown rent, other administrative costs and HPMT/FO salary)
(b) Percentage increase or decrease over previous year as per budget to be linked with business growth
(c) Date of availability of plan vs. agreed date for each territory in the region
(d) Plan accuracy (Product-pack-wise sales plan vs. actual) for each territory in the region (monthly, quarterly and annually)
(e) Average ‘Inventory days’ during season and off season for each territory in the region
(f) Optimum utility of the available stock in the depot.- Year-end quantum of expired / near expiry stocks in each depot in the region
(g) Minimize value loss on account of expired stocks
Resource Management
(a) Low Inventory
(b) Higher per territory turnover
(c) Lower expenses to sales ratio / percentage for each territory in the region
Team Building
(a) Effective management and utilization of the knowledge and skills of the team to ensure that the various product portfolios are achieving their full potential in the market place
(b) Ensure understanding of company focus by the FMM/ TM /HPMT/FO
To allocate the annual budgets with in the team based on the market potential.
To submit RSP timely and to maintain 90% accuracy levels.
To create market demand for key products
Branding exercise – Masters Meet / promotional Innovation Initiatives
Motivating the team for better productivity and channel for increasing top line and reach.
Effective inventory management – Depot, Channel level.
To control the debtor / outstanding sales days.
Identifying the market gaps / Distribution / Channel gaps.
Appointing the right distributors / dealers.
Guiding and Monitoring the Territory Managers in achieving their annual objectives.
Effective utilization of resources such as Team, Distribution and Sales Promotion budgets.
To demonstrate effective leadership skills in handling the team members and retaining them intact for longer periods.
Liaison with Department of Agriculture and University Scientists.
To have good market intelligence, trends and knowledge.
Administrative role :
(a) Obtaining the weekly / campaign review reports.
(b) Obtaining TES / Promotional Expense claims timely.
(c) To conduct the monthly meets for review and preview purpose.
(d) To provide the team ageing/ outstanding statements.
(e) To scrutinize and clear the CFA claims where ever applicable.
(f) To obtain timely UCs from Department thru team members in case of Govt. / Subsidy business.
Effective utilization of discounts.
Controlling the stock movement / infiltrations at inter distributor / inter territories.
Implementation of “Business Policy Guide Lines” – Written Indents / Stock receipt acknowledgements, Quarterly balance confirmations, Leaky / Damage claims.
To participate in campaigns and Field Officer Review meets.
To maintain the Data base of Farmers, Villages and Dealers.
To prepare the short and long term plans for the region.
Identifying and preparing the future leaders from the team.

KNOWLEDGE
SKILLS
ATTITUDE/ MOTIVES/ BEHAVIOURAL TRAITS
JOB REQUIREMENTS

Knowledge of :
Agricultural Sciences
Crop Agronomy
Pests and diseases control methods
Farmers psychology
Local language
Planning & Organizing
Integrity
EDUCATION :

Analytical skills
Proactive
Essential Qualifications

(Must possess):

Problem solving
Team working
B.SC (Agri)

Geographical knowledge of the area
Risk assessment
Assertiveness
Desirable (Preferred qualifications) :

Market intelligence (knowledge of competitors activities)
Interpersonal relationships
Customer orientation
RELEVANT EXPERIENCE

Timeliness
Minimum years :

8-12 years

NATURE OF CONTACT
INTERNAL CUSTOMERS*
EXTERNAL CUSTOMERS**
ANY OTHER SPECIFIC

Exchanging information
REQUIREMENT :

Answering queries
Extensive travelling

Dealing with complaints

Persuading or influencing for action
Working and staying in rural environment

Negotiating

Any other :

Internal customers: Team members, colleagues, senior colleagues within and outside your department.

** External customers: Customers, clients, suppliers, business associates, public agencies etc.

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