Description:

Role Overview:

The Regional Sales Manager (RSM) will be responsible for driving sales growth, market expansion, and commercial excellence within the assigned region. The role focuses on translating national sales strategy into strong on-ground execution, distributor performance, customer engagement, and disciplined collections.

The ideal candidate is a hands-on field leader with strong distribution management experience, the ability to build high-performing teams, and a deep understanding of regional crops, seasons, and customer dynamics.

Key Responsibilities:

Regional Sales Execution

- Execute regional sales plans aligned with national targets by state, district, crop, and product.

- Drive achievement of revenue, volume, and realization targets for the assigned region.

- Monitor secondary sales, beat productivity, and outlet throughput.

Channel & Distribution Management:

- Appoint, develop, and manage distributors, dealers, and FPO/CBBO partnerships.

- Ensure product availability, visibility, and correct pricing across the region.

- Review distributor performance, credit discipline, and inventory hygiene.

Customer Engagement & Market Development:

- Lead field-level product demonstrations, farmer meetings, dealer meets, and promotional activations.

- Support product launches and seasonal campaigns within the region.

- Build strong relationships with key influencers, progressive farmers, and institutional buyers.

Cash, Credit & Commercial Discipline:

- Drive collections and maintain DSO within defined company policies.

- Implement schemes and trade spends responsibly to protect margins.

- Ensure adherence to credit limits and timely recovery without impacting growth momentum.

Team Leadership & Capability Building:

- Lead and coach Area Sales Managers, Territory Managers, and field sales teams.

- Drive a strong weekly operating rhythm including reviews, field coaching, and target tracking.

- Support hiring, onboarding, and performance management of regional sales teams.

Market Feedback & Business Inputs:

- Capture regional market insights, competitor activity, and customer feedback.

- Share actionable inputs with national sales, marketing, and product teams to improve offerings.

- Track win/loss reasons and support corrective actions.

Key Requirements:

Education

- Bachelors degree in Agriculture, Agri Business, Life Sciences, or a related discipline.

- MBA / PGDM in Sales, Marketing, or Agri Business preferred.

Experience:

- 6-10 years of relevant sales experience in agri-inputs, bio-products, or allied sectors.

- Proven experience managing distributors and leading multi-district or multi-state sales teams.

- Strong exposure to farmer-focused selling and channel-led growth models.

Skills & Competencies:

- Strong regional market knowledge and crop-season understanding.

- Excellent people management and field execution skills.

- Sound commercial judgment with focus on realization and collections.

- Comfortable with basic reporting tools (Excel/Sheets, WhatsApp, dashboards).

- High energy, result-oriented, and willing to travel extensively.

KPIs:

- Regional revenue, volume, and mix vs target

- Price realization and gross margin protection

- Collections efficiency and DSO

- Active distributor/dealer base and secondary sales growth

- Number and quality of field activations and demos

- Team productivity and attrition