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18/01 HR
Head Hunter at ResourceTree

Views:337 Applications:132 Rec. Actions:Recruiter Actions:6

National Head - Retail Sales - AgriTech (10-15 yrs)

Hyderabad Job Code: 143388

Candidates from Agri Background and Agri Eduction are only preferred. Other resumes will not be considered.

- The Retail Sales Head position (National) is primarily responsible for revenue generation through strategic alliances with Agriculture Retail Customers.

- The Retail Sales Head will identify and build new opportunities to increase sales and profitability and has responsibilities directly related to: meeting with customers at their site, communicating with customers via phone, email, and teleconference providing subject matter expertise regarding soil health issues, advising customers on suitability of products and solutions based on their needs, preparing proposals, presentations, pricing and contracts, strategizing next steps, negotiating complex deals and beating the competition in head to head opportunities.

- The ideal candidate will be responsible for architecting a sales strategy and building out a team of Account Executives and Sales Development Representatives across large enterprise and mid-market sales.

Key Responsibility Areas :

- Contact businesses within the defined category of FPOs, FPCs, POPIs, Resource Institutions, Foundations, Agriculture Associations, etc., and Govt. departments with the scope on soil testing need analysis.

- Establish the inbound lead requirements needed to meet sales objectives and provide full visibility into the sales pipeline at every stage of development

- Evangelize the product and personally help close largest deals, while working collaboratively across teams - including Engineering, Product Development and Marketing

- Develop trusted partner relationships with key accounts to retain and grow revenues over time and assist with marketing strategy and sales support.

- Maintain on-going customer relationships, evaluate business processes and recommend improvements on a continuous basis

- Participate in revenue budget forecasting, develop sales plan, and prepare forecasts and KPI reporting for the promoters for use in organizational planning, financial forecasting, budget setting and strategic planning.

- To continuously track developments in the Agri industry on policies, products and services. This includes gathering competitive information, sharing the information with product development, marketing, customer service and execution teams.

- Plan & ensure all Zonal market development activities are conducted as per plan & budget to promote Client brand & increase awareness about value proposition of existing/new products

- Review, monitoring & capability building of Field Marketing & Sales Team

- Plan annual/monthly market development activities for each of the zone under the respective field sales team (e.g., Organize farmer meetings, Demonstrations & demo-site meetings, etc.)

- Plan & ensure all Zonal market development activities are conducted as per plan & budget to promote the brand & increase awareness about the value proposition of existing/new products.

- Update plan on a monthly basis crop/farmer/region requirement, Plan & monitor large scale farmer demonstration & trials for the new product launch in coordination with Agronomist.

- Attend group meetings of FPOs, progressive farmers & build rapport with key institutions in a local farming community, and motivate them to become Brand Ambassadors.

- Develop connections with area/crop experts in the command area and make availability of experts to involve in farmer related programs

- Create trust among farmers in product performance based on scientific trial results.

- Develop rapport with key institutions in the farming community (e.g., state agricultural universities, research stations, Krishi Vigyan Kendra, marketing federations, co-operative institutes, FPOs & Nurseries) in each area.

- Establish value base pricing out of the demonstration, feedback of farmers/stakeholders.

- Generate farmer's data from all team members and collate for future usage and targeted messaging.

- Create awareness about the new/existing products and brand among the key accounts.

- Identify key potential areas in the command area and ensure all key areas are visited by the Field Teams as per a defined Beat Plan.

- Assess training requirements of the field sales and organize training in coordination with the training manager.

- Share reporting/MIS of market development activities conducted & liquidation periodically with the Operations team.

- Collate/validate market intelligence provided by Field Marketing Team as wells as key competitor products and share details with the marketing team.

- Conduct & participate in monthly/quarterly zonal review meetings.

- Submit annual & monthly marketing plan, marketing bills, and reports and update monthly plan basis requirements.

- Participate in the appointment process of Sales Promoters.

- Approach KVK and Agriculture college for Sales promoters requirement and if necessary will give a presentation.

- Achieving monthly/ annual targets, Cost-effective operations to achieve Profitability ensuring credit policy.

- Effective channel Management for product reach and timely availability to the customers, active participation in Brand building product promotions

Knowledge & Skills :

- Must be knowledgeable in the evolving agriculture scenario and Agri-tech with focus on soil health and sustainability goals.

- Practical experience on executing capabilities within the limitations of budget and workforce skills to represent what is offered.

- Must have exceptional communication skills (both verbal and written) and strong presentation skills.

- Strong listening and analytical skills to determine customer needs and have a strong drive to help customers with creative solutions.

- Proven record in the preparation and presentation of sales proposals, strategic initiatives and success in closing complex sales deals.

- Ability to make sound decisions with information at hand with the objective of customer satisfaction and positive revenue generation.

- Excellent organisational skill to manage multiple projects simultaneously.

- Possess extensive knowledge of sales principles and practices, and an ability to coach others.

- Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.

- Proven ability to influence cross-functional teams, strength in problem-solving, issue-resolution, ability to work in a deadline-driven work environment.

- Project management experience, well organized and able to pay attention to details, history of success in consultative/solution/value selling to large business entities.

- Strong leadership and team-building skills

Education Qualification & Experience :

- Master's in Business Administration/ Agriculture Management/ Post Graduate in Agriculture (Relevant business sales experience may be substituted)

- 10 + years of experience in a mid/senior position in sales in any agro-based industry

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