Regional Business Manager

POSITION PURPOSE:
To create, calibrate & execute the regional business strategy with operational efficiencies & ensure people development.

YOUR TASKS AND RESPONSIBILITIES:
• Develop and implement sales strategy for the region – including channel strategy
◦ Budgeting, forecasting & collection,
◦ A & P budgeting & monitoring
◦ Designing Commercial schemes - formulation, approvals & roll out
◦ Review sales strategy & course correction if required
◦ Plan and implement go to market (GTM) strategy in terms of resource utilization (territory design, TBMs and MDOs locations)
◦ Ensure appropriate channel presence to achieve right reach & penetration in line with the portfolio strategy
◦ Foresee and have contingency plans in place, as required

• Develop and implement market development plan for the region
◦ Develop pre-season / season /post-season market development plan- share with category teams and Profit Centre Head to finalize within Advertising
& Promotion budget.
◦ Accountable for implementation as per plan in all territories with a contingency plan in place.
◦ Work with category teams to develop region specific communication for portfolio
◦ Leverage Digital platform – Farmrise for promotions and reaching more customers.

• Track the following metrics for territories and the region as a whole
◦ Gross revenue (Percentage change over previous year)
◦ Market Funding (Percentage of gross sales)
◦ Advertising & Promotion (within approved limits)
◦ RDA (within approved limits)
◦ SG&A (within approved limits)
◦ Cheque bouncing (within approved limits)
◦ Days Sales Outstanding
◦ Share of growth / launch Hybrids as percentage of total sales (New Variety Index), manage product life-cycle in the zone (in line with the category
strategy)
◦ Sales per TBM territory and MDO territory, and monitor viability of each
◦ Salience of top 10 distributors in the region
◦ Returns as percentage of sales
◦ Retailers coverage
◦ Forecasting accuracy – RSP and RCP

• Cross functional dialogue / engagement (regular interface with Market Development, finance, legal, QA, Product Supply)

• Develop & implement critical processes for the Region in the areas of
◦ Market funding
◦ MIS – weekly reporting
◦ Competition tracking
◦ Forecasting – sales & collections
◦ Implementation of Digital tools like Pragatishri, LEAD, Salesforce.com
• People development with effective implementation of People process

◾ Goal settings, IDPs, training inputs, regular Check-ins & talent review

◾ Development, engagement & retention of Talent pipeline

◾ Develop and implement plans to create a performance focus/ ethic

• Work with the Market development team in the areas of pre-commercial trials, hybrid advancement, product training, complaint handling, agronomic
interventions and interface with external stakeholders.

• Work with Product supply team on regular basis to ensure the regular supplies to the region and working with them to ensure that the required sales
permissions are in place.

• GOVT LIASONING for Renewal of sales and stock license, product addition, fulfilment of compliance requirements

• Facilitate implementation of regional FTO strategy in consultation with the PCH and along with the CA team.

• Facilitate implementation of Pubic Private Partnership along with the CA Ops team

WHO YOU ARE:
• Graduation / Post graduation (Agri specialization preferred)
• 8 to 12 years of experience (prior experience in Vegetables preferred)
• Commercial understanding
• Knowledge of local market preferred