Territory Sales Manager( Pharmaceuticals/ FMCG/ Agro chemicals

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.
  

Team Leadership, Coaching and Performance Development

• Provide clear direction, leadership, motivation and operational support to sales personnel within the territory.
  
• Set clear performance expectations and monitor individual and team performance against agreed Key Performance Indicators.
  
• Conduct regular field visits, joint customer calls and coaching sessions to improve sales effectiveness and customer engagement.
  
• Identify performance gaps and recommend appropriate training and development interventions.
  
• Promote teamwork, accountability, discipline, ethical conduct and adherence to company policies and procedures.
  
• Build a high-performing sales culture based on ownership, initiative, customer focus, continuous improvement and results.
  
• Recognise strong performance and address underperformance promptly and professionally.
  

Reporting, Market Intelligence and Cross-Functional Collaboration

• Submit accurate and timely weekly, monthly and other required reports on sales, collections, customer activities, market developments and agricultural programs.
  
• Provide management with practical insights on territory opportunities, risks, competitor movements and customer needs.
  
• Collaborate effectively with Finance, Marketing, Supply Chain, Customer Service and other departments to resolve customer and operational issues.
  
• Provide early warning on supply challenges, customer dissatisfaction, credit risks, competitor threats and other matters that may affect territory performance.
  
• Ensure that all reports are data-driven, solution-oriented and focused on business improvement.
  

Key Performance Expectations

Success in this role will be measured by:

• Achievement of agreed sales targets.
  
• Achievement of collection and cash recovery targets.
  
• Growth in territory profitability and market share.
  
• Increase in active customers, customer retention and customer acquisition.
  
• Improved product penetration and market coverage.
  
• Reduction in overdue receivables and improved credit discipline.
  
• Quality and accuracy of sales forecasts, reports and customer information.
  
• Effective implementation and commercial return from marketing and farmer engagement activities.
  
• Productivity, capability and performance of the territory sales team.
  
• Compliance with company policies, credit controls, ethical standards and operating procedures.
  
• Strength and quality of customer relationships and service delivery.
  
• Ability to identify opportunities, solve problems and deliver sustainable business growth.
  

Requirements