Zonal Business Head - Channel Sales - Agri

Business Growth & Revenue Management

• Drive zonal sales and revenue targets in line with annual business objectives.
• Develop and execute regional sales strategies to maximize market penetration and customer acquisition.
• Manage sales forecasting, budgeting, business planning, and demand generation activities.
• Identify growth opportunities and formulate expansion plans across assigned states.

Distribution & Channel Management

• Build, strengthen, and manage an effective distribution network across the zone.
• Enhance channel productivity through structured engagement and performance management.
• Drive distributor appointment, onboarding, capability building, and retention initiatives.
• Ensure effective territory coverage and market reach through optimized channel architecture.

Primary, Secondary & Tertiary Sales Management

• Monitor and drive primary sales from the company to distributors.
• Ensure achievement of secondary sales targets through distributors to dealers/retailers.
• Track tertiary demand generation and consumption trends at farmer/customer levels.
• Develop action plans to improve inventory movement and channel efficiency.

Sales Operations & Market Development

• Lead market mapping, opportunity identification, and territory development initiatives.
• Ensure effective implementation of sales processes, schemes, promotions, and trade programs.
• Drive execution excellence and monitor key sales KPIs across markets.
• Conduct regular business reviews and performance assessments.

Team Leadership & Capability Building

• Lead, mentor, and develop Regional Managers, Area Managers, and sales teams.
• Create a performance-driven culture focused on accountability and results.
• Drive talent development, succession planning, coaching, and capability enhancement.
• Ensure alignment of zonal teams with organizational objectives.

Customer & Stakeholder Management

• Build strong relationships with key distributors, dealers, institutional customers, and channel partners.
• Represent the organization at industry events, customer meetings, and trade forums.
• Resolve critical customer and channel issues promptly and effectively.

Market Intelligence

• Monitor competitor activities, pricing trends, market developments, and customer insights.
• Recommend strategic interventions to improve market share and competitive positioning.
• Provide regular business intelligence and market feedback to leadership.

Compliance & Governance

• Ensure adherence to company policies, sales processes, and compliance requirements.
• Maintain high standards of commercial governance and business ethics.