Job highlights

- MBA in Sales/Marketing/Agri-Business with 8-12 years in Sales Effectiveness, Territory Planning, Channel and Distribution Management
- Enhance sales force productivity, optimize territories, drive sales planning and demand forecasting, manage distribution strategy, design sales incentives, build sales capability, and lead sales analytics

Candidate ExpectationsTotal Experience Relevant Experience: 8 12 years of experience in Sales Effectiveness, Sales Excellence, Sales Operations, Sales Strategy or related roles.

Candidate Location: Anywhere in India

SkillsMandatory: Sales Effectiveness, Territory Planning, Channel and Distribution Management, Sales Planning and Demand Forecasting

Candidate****Education and Certification - QualificationMBA in Sales / Marketing / Agri-Business.

Bachelor's degree in Agriculture or a related field.

Detailed

Role Summary:

- The Sales Effectiveness Lead will be responsible for enhancing sales force productivity, improving channel efficiency and establishing data-driven decision-making across the sales organisation. The role involves translating business strategy into effective sales execution through tools, processes and performance monitoring. The candidate will act as a key link between Marketing, Product Management, R&D; and Sales teams to drive business initiatives.

Key Responsibilities:

- A. Sales Force Productivity & Territory Optimisation
- Design and optimise territory structures at district and tehsil levels based on crop-wise potential, agro-climatic zones, market share and competition.
- Define optimal span of control and workload distribution for field sales teams.




- Drive effective sales team deployment across Kharif and Rabi seasons.
- Establish coverage norms for channel and farmer engagement.
- Monitor field sales productivity and territory performance.
- Drive bottom-up sales planning in coordination with regional teams.
- B. Sales Planning & Demand Generation Effectiveness
- Drive demand estimation based on acreage trends, crop-switching behaviour andhistorical secondary sales data.
- Establish productivity metrics for farmer meetings, demonstration plots and fielddays.
- Monitor sales plans against actual performance through structured reviews.
- C. Distribution Strategy & Channel Effectiveness
- Drive distribution strategy and channel-led market coverage.
- Define and monitor distribution width and depth.
- Develop channel segmentation frameworks, including distributor and dealer tiering.
- Improve secondary sales and channel throughput.
- Monitor inventory ageing, stock rotation and credit discipline.
- Identify gaps in last-mile distribution and retailer coverage.
- D. Sales Incentives & Motivation Programs
- Design incentive schemes aligned with sales growth, product mix and strategicbusiness priorities.
- Develop incentives to promote hybrid and high-margin crop products and new product launches.




- Ensure transparency and timely incentive payouts.
- Evaluate incentive program ROI and implement improvements.
- E. Sales Capability Building
- Identify capability gaps across frontline sales teams.
- Develop training programs covering product knowledge, agronomy advisory andselling skills.
- Support structured onboarding programs for current sales employees.F. Sales Systems & Analytics
- Drive adoption of CRM and Sales Force Automation (SFA) tools.
- Ensure data integrity and disciplined usage of sales systems.
- Analyse farmer adoption patterns, product performance and regional opportunities.
- Coordinate with IT and Data teams to improve reporting tools and dashboards.
- G. Cross-Functional Collaboration
- Work with Marketing on campaign planning and product positioning.
- Coordinate with Supply Chain for demand forecasting and inventory alignment.
- Collaborate with R&D; and Agronomy teams to translate product performance insightsinto sales actions.
- Act as a bridge between business strategy and field-level execution.
- Other Specific Remarks
- Preferred industry experience in Seeds, Crop Protection or Fertilizers.
- Should have exposure to territory design, channel management, sales analytics andfield sales enablement.
- Should possess strong strategic thinking, execution and stakeholder managementskills.
- Experience in handling sales performance reviews and data-driven decision-making isimportant.
- The role involves close coordination with regional and zonal sales teams andmultiple internal departments.

📌 Sales Effectiveness Lead (Hyderabad)
🏢 Golden Opportunities
📍 Hyderabad