Territory Sales Manager( Pharmaceuticals/ FMCG/ Agro chemicals
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Skills
business developmentcredit managementcredit riskcustomer segmentationcustomer servicemarketing strategyperformance management
About the role
The Territory Sales Manager will provide strategic and operational leadership for the sustainable growth and profitability of an assigned territory. The role holder will be responsible for achieving agreed sales, collection, customer acquisition, market penetration and profitability targets. The position will also focus on strengthening customer relationships, expanding market presence, identifying new business opportunities, leading sales personnel and executing impactful marketing, farmer engagement and agricultural development initiatives. The successful candidate must demonstrate strong commercial awareness, excellent execution capabilities and the ability to translate territory opportunities into measurable business results.
Key Responsibilities:
Territory Strategy, Sales Planning and Performance Management
- Develop and implement annual, quarterly, monthly and weekly territory business plans aligned with the company’s strategic objectives and commercial priorities.
- Translate territory potential into clear sales, collection, customer acquisition, product penetration and profitability targets.
- Drive the achievement of agreed sales, collection and profitability targets in accordance with company policies, credit guidelines and approved budgets.
- Analyse territory performance, identify gaps and implement timely corrective actions to improve results.
- Develop effective territory coverage plans, customer segmentation models and route- to-market strategies to maximise productivity and sales opportunities.
- Monitor sales activities, market developments and customer performance to ensure continuous improvement.
- Maintain accurate and up-to-date records of sales, collections, customer engagements, market opportunities and territory performance.
- Prepare reliable forecasts and provide management with clear insights to support business planning and decision-making.
Business Development and Market Expansion
- Retain, grow and deepen relationships with existing customers through excellent customer service and proactive account management.
- Identify, develop and convert new distributors, dealers, retailers, farmers, institutions and other strategic customers.
- Drive increased product penetration, customer acquisition, market share and share of wallet within the assigned territory.
- Identify emerging business opportunities and recommend practical strategies for converting them into sustainable revenue and profitability.
- Develop and implement territory-specific growth initiatives based on market potential, customer needs and competitive realities.
- Build and maintain strong relationships with distributors, dealers, retailers, farmer groups, opinion leaders and other key stakeholders.
- Strengthen the company’s market presence by ensuring product availability, visibility and effective customer engagement.
Collections, Credit Management and Customer Account Control
- Take ownership of the territory’s collection performance and drive the timely recovery of outstanding receivables.
- Monitor customer accounts, credit exposure, payment behaviour and ageing balances.
- Develop and implement account-specific collection plans for overdue and high-risk customers.
- Ensure strict adherence to approved credit terms, collection procedures and customer account controls.
- Identify potential credit risks early and escalate them to management for appropriate action.
- Work closely with Finance and other relevant departments to resolve account reconciliations, disputes and payment challenges.
- Promote responsible credit management while protecting customer relationships and the company’s financial position.
Marketing, Brand Visibility and Customer Engagement
- Implement approved territory marketing plans, promotional activities and customer engagement programs in a timely, cost-effective and measurable manner.
- Coordinate product promotions, product launches, customer meetings, demonstrations and other demand-generation activities.
- Ensure the effective placement and utilisation of company promotional materials at points of sale.
- Maintain strong visibility and proper presentation of company brands at customer locations.
- Monitor competitor activities, pricing, product movements, market trends and customer preferences.
- Provide timely and actionable market intelligence to management.
- Ensure all marketing and customer engagement activities contribute to brand trust, customer loyalty, sales growth and improved market performance.
Agricultural Development and Farmer Engagement
- Support the planning and implementation of agricultural development programmes within the assigned territory.
- Coordinate farmer education programmes, field demonstrations, farmer meetings and consumer engagement activities.
- Recruit, guide and coordinate extension agents and other field support personnel where required.
- Build productive relationships with farmer groups, aggregators, agricultural institutions, opinion leaders and other relevant stakeholders.
- Support responsible product-use education and promote customer confidence in the company’s solutions.
- Identify challenges faced by farmers and communicate relevant feedback to the
Head of Sales & Marketing.
- Prepare accurate reports on farmer engagement, demonstrations, field activities, outcomes and emerging opportunities.