Senior Area Sales Manager

FMC Corporation is a global leader in agricultural sciences, driven by our purpose: Innovation for Agriculture. Solutions for the Planet. We are passionate about the power of science to solve agriculture’s biggest challenges. With one of the most productive and diversified pipelines in the industry, FMC is delivering cutting-edge and next-generation crop protection technologies – including Dodhylex™ active, Isoflex™ active, rimisoxafen, and fluindapyr – to help farmers increase the productivity and resilience of their land. Our employees are at the heart of this innovation. We’re looking for bold thinkers and collaborative doers. At FMC, your ideas matter. From day one, you’ll contribute to meaningful work that drives progress in agriculture, supported by a culture that values integrity, safety, respect, and results. Join us in advancing the future of agriculture. Together, we’re building a more resilient planet – one innovation at a time.

Job Title: Senior Area Sales Manager (Damthari, Chhattisgarh)

At FMC, our employees are guided by our purpose: Innovation for Agriculture, Solutions for the Planet. We provide farmers innovative solutions that increase the productivity and resilience of their land. From our industry-leading pipeline to novel biologicals and precision technologies, we are passionate about the power of science to solve agriculture’s biggest challenges.

For more than a century, FMC has successfully delivered some of the of the industry's most advanced, innovative solutions that protect farmers’ crops from destructive pests and disease, while also protecting the environment. We are committed to fulfilling our mission of discovering new herbicide, insecticide and fungicide active ingredients, product formulations and pioneering technologies that are consistently better for the planet

Position Summary

To achieve the organizational objectives to grow domestic sales and market share in respective territory. Ensure overall region business is achieved build platform for sustainable business growth by guiding the reporters in identification of new crops, new markets and help TM in working out short term and long-term business strategy.

Location: Damthari, Chhattisgarh

The Role (Daily Responsibilities)

• Manage sales growth in line with company objectives.
• Increase in market share crop wise / region wise / territory wise
• Sales achievement v/s target (Rs. Crores) and Market Share percentage for each region / territory
• Exceed / Maintain target achievements of focus products, crops in each region/ territory.
• Increase in sales over previous year for each territory.
• Area Profitability
• Realization
• Maximize net realization, product wise for each territory
• Product wise actual net realization v/s targeted net realization (for each territory)
• Growth in volume of specialty / profitable products for each territory and region
• Development and achievement of annual operating plan and budgets, in terms of revenue, EBITDA and market share
• Development and implementation of strategies to increase the profitability and broaden the product base of the business.
• Credit Management
• Average outstanding debtor’s days
• Bad debts as a % of sales for each territory / state and zone
• Accuracy in budgeted monthly collection target v/s achievement
• Cash sales percentage v/s actual target
• Increase in cash sales % over previous year
• Depot Management
• Define / agree with budgeted expenses as % of sales (selling expense, promotional expense other than salary and wages) for region / each territory - Selling expenses as a % of net sales vis-à-vis norm (selling expenses including field officer travel, secondary freight, Godown� rent, other administrative costs, and HPMT/FO salary)
• Percentage increase or decrease over previous year as per budget to be linked with business growth
• Date of availability of plan vs. agreed date for each territory in the region
• Plan accuracy (Product-pack-wise sales plan vs. actual) for each territory in the region (monthly, quarterly, and annually)
• Average ‘Inventory days’ during season and off season for each territory in the region
• Optimum utility of the available stock in the depot. - Year-end quantum of expired / near expiry stocks in each depot in the region
• Minimize value loss on account of expired stocks.
  
  

4. Resource Management

• Low Inventory
• Higher per territory turnover
• Lower expenses to sales ratio / percentage for each territory in the region
• Team Building
• Effective management and utilization of the knowledge and skills of the team to ensure that the various product portfolios are achieving their full potential in the marketplace.
• Ensure understanding of company focus by the Market Development Managers/ Territory Managers /Field Officers.
  
  

The Candidate

• BSc. or MSc in agriculture. MBA in Marketing is desirable.
• Around 8 - 10 years of work experience in sales within Agri input industry.
• Good consumer and market insights
• Through knowledge of crop & Pest Dynamics
• Good knowledge of MS Office
• Ability to work with and through other teams/functions ie Sales, Marketing, R&D and Finance
• Very good understanding of customer CTQs
• Creative mind and analytical skills
• Ability to relate to different audiences internal and external including Distributors and Farmers
  
  

FMC is an equal opportunity employer. We are committed to creating a diverse and inclusive workplace where all individuals are treated with respect and dignity. We do not discriminate on the basis of race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, veteran status, or any other legally protected status. Employment decisions at FMC are based on business needs, job requirements, and individual qualifications. We value diversity and strive to ensure that our hiring and employment practices support a work environment that is free from discrimination and harassment.