Territory Sales Manager (Pharmaceuticals/FMCG/Agrochemicals)

About the role

The Territory Sales Manager provides strategic and operational leadership for the sustainable growth and profitability of an assigned territory. The role holder is responsible for achieving agreed sales, collection, customer acquisition, market penetration and profitability targets, strengthening customer relationships, expanding market presence, identifying new business opportunities, leading sales personnel and running marketing, farmer engagement and agricultural development initiatives.

Key responsibilities

• Develop and run territory business plans and set sales, collection, customer acquisition and profitability targets; analyse performance and act on gaps.
• Grow existing customers and acquire new distributors, dealers, retailers, farmers and institutions; build relationships with key stakeholders.
• Own collection performance, monitor credit exposure and ageing balances, enforce credit terms and work with Finance on account issues.
• Run territory marketing plans, promotions, product launches and brand visibility, and gather market intelligence on competitors and trends.
• Support agricultural development programmes, farmer education, field demonstrations and extension agents, and report back to the Head of Sales & Marketing.
• Lead, coach and develop the sales team, set KPIs, hold coaching sessions and recognise good performance.
• Report weekly and monthly on sales, collections, markets and farmer engagement, and collaborate with Finance, Marketing, Supply Chain and Customer Service.

Required profile

• Bachelor's degree in agriculture, agribusiness, agricultural engineering, business administration, marketing or a related discipline.
• Strong commercial awareness, execution capability and ability to turn territory opportunities into measurable results.