The Zone Sales Manager (ZSM) is accountable for end-to-end sales delivery within the assigned zone, covering B2B channels (distributors and retailers) and Product-on-Ground (POG), defined as sales to farmers.
The role owns revenue delivery, market share growth, collections, and cash flow discipline, while providing strong people leadership to Territory Sales Executives (TSEs). The ZSM ensures disciplined execution of sales strategies, robust account management, and tight alignment between sales delivery, demand generation, and supply readiness.
Accountabilities
Account Management & Channel Leadership
- Own and manage key distributor and strategic retail accounts within the zone.
- Lead joint business planning, target setting, and execution tracking with distributors.
- Ensure healthy channel economics, compliance with commercial policies, and sustainable partnerships.
Product-on-Ground (POG) & Farmer Sales Oversight
- Ensure strong execution of POG (sales-to-farmer) through TSEs.
- Drive disciplined farmer coverage, prioritization of high-value growers, and conversion execution.
- Ensure POG delivery is aligned with demand creation, pricing guardrails, and supply availability.
Cash Flow, Credit & Collection Discipline
- Own collections performance within the zone in line with credit policies.
- Ensure tight management of accounts receivable, credit exposure, and overdue balances.
- Balance volume growth with cash flow and financial discipline.
People Leadership & Capability Development
- Lead, coach, and manage Territory Sales Executives (TSEs).
- Build strong capability in account management, farmer selling, POG execution, negotiation, and collection discipline.
- Conduct regular performance reviews, address gaps decisively, and build a high-performance culture.
Push鈥揚ull鈥揚roof Integration
- Align closely with Field Marketing (FMM/FME) to synchronize sales push with demand creation.
- Coordinate with Agronomy & Technical Services (ATS) to support product proof, field issue resolution, and grower confidence.
- Ensure execution decisions are grounded in market readiness, supply realities, and local competitive context.
Sales Governance, Forecasting & Reporting
- Own zone forecasting accuracy and execution rhythm.
- Ensure compliance with pricing, GTN, promotions, and commercial policies.
- Provide timely, accurate reporting for sales, POG performance, and collections.
Channel Inventory Management & Reporting
- Own zone-level visibility and discipline of channel inventories across distributors, key retailers, and Product-on-Ground (POG).
- Ensure timely, accurate, and regular reporting of distributor and retailer inventory levels to support supply planning and execution prioritization.
- Proactively manage inventory risks including overstocking, slow-moving stocks, obsolescence, stock-outs, and lost sales.
Competitor & Market Intelligence
- Ensure timely and reasonably accurate collection, consolidation, and reporting of competitor intelligence at zone level.
- Cover key data points including competitor prices, rebates, promotions, distributor sales, retailer sales, POG activity, and inventory positions.
- Use competitor and market intelligence to adjust zone strategies, account plans, pricing tactics, and execution priorities.