Job Purpose
- The incumbent will lead the India 2 region, driving deeper market penetration, strengthening distributor and channel partner relationships and building organizational sales capability. The role entails shaping long-term growth strategies, driving business development, delivering revenue and margin growth and ensuring operational excellence.
This position requires a strategic and execution-driven leader with proven ability to manage large teams, encourage collaboration, leverage market intelligence and spearhead entry into new markets, products, and partnerships.
Key Responsibilities:
Business Strategy & Expansion
- Formulate and execute the sales strategy for India 2, with a strong focus on expanding in Southern states.
- Identify new market opportunities, crop segments and product mix expansion to strengthen market share.
- Develop annual business plans, budgets and forecasts, aligning them with organizational growth targets.
- Monitor competitor activity and market dynamics to proactively improve business strategies.
- Recommend region-specific investments in registrations, manufacturing, and product introductions aligned with regulatory and agronomic requirements.
- Drive digital adoption in sales processes (CRM, data analytics, sales dashboards) to enhance efficiency and decision-making.
Commercial & Channel Management
- Strengthen and expand the distributor and retailer network across South, West, and East regions.
- Ensure commercial discipline – pricing, credit control, collections and trade terms to sustain profitable growth.
- Improve demand planning and inventory management to achieve optimal service levels and minimize stock-outs.
- Negotiate and manage long-term agreements, incentive programs and loyalty initiatives with key channel partners.
- Build trusted relationships with distributors and retailers to expand secondary sales and improve market reach.
Cross-Functional Collaboration
- Partner with marketing for product launches, campaigns and region-specific promotional initiatives.
- Collaborate with supply chain to ensure timely product availability and cost-efficient distribution.
- Work with regulatory and finance teams to ensure compliance with statutory requirements and internal policies.
- Provide market insights to R&D and product development teams for tailored region-specific solutions.
- Act as a key interface with corporate leadership for aligning regional initiatives with national priorities.
Leadership & Team Development
- Lead, inspire and develop a large and diverse sales force, embedding a culture of performance, accountability and continuous improvement.
- Build leadership strength through succession planning, coaching and mentoring.
- Drive capability enhancement through structured technical training, sales effectiveness programs and digital upskilling.
- Set clear goals, track performance rigorously and implement corrective action where needed.
- Foster inclusivity and collaboration across regions to strengthen organizational alignment.
Qualifications
- B.Sc./M.Sc. in Agriculture or Chemistry; MBA/PGDM preferred, ideally with a specialization in Marketing.
Past Experience
- 18+ years of experience in domestic sales, preferably in the Agrochemical or Seeds industry.
- Age: 45–50 years.
- Proven experience in managing a business of INR 300+ Cr and successfully scaling it.
- Experience to B2C sales through distributor network is a must.
- Deep understanding of Southern India markets; fluency in Telugu and/or Kannada is a must.
- Should also be fluent in English and Hindi.
