Regional Manager / Sales Director / National Sales Head

Job description

ROLE OVERVIEW:

This position reports to the Country Manager / Vice President of the division. You will nurture existing and develop new business opportunities within the assigned region towards consistently increasing sales as well as forging sustainable and mutually beneficial relationships. Participate in the overall success of GrainPro India through contribution to various activities that increase company awareness in the agriculture postharvest sector as well as other related sectors such as but not limited to, warehousing, financing, insurance, and shipping.

Additionally, this role will closely coloborate on the GrainPro INDIA marketing strategy roll out and implementation, working together with other India staff and collating what works, what needs to be improved, and what needs to be dropped.

KEY RESPONSIBILITIES:

Sales and Marketing

• Demonstrate a thorough understanding of the company, its strategy, and objectives as well as its product offering.
• Good knowledge of the end-to-end agriculture market in India, South Asia, and the Middle East region and associated trade processes.
• Ability to identify marketing strategies for the different agriculture market players with the potential need for company products.
• Existing relationships in the agriculture sector specifically the leading food and food commodity sub-sectors with the highest potential of adopting company products within the region.
• Undertake a thorough SWOT analysis of the region's agriculture market as well as strategies for enhancing the strengths and opportunities, converting weaknesses to strengths as well as mitigation measures for the threats.
• Ability to assess the potential of the assigned market leading to near realistic and well-informed sales targets with feasible supporting rationale.
• Ability to work with each potential customer toward identifying their annual drying, storage, and shipping needs which leads to realistic sales projections.
• Sales projections have to be met and a rationale provided when they are not met.
• Ability to interact closely with existing and potential customers' key decision makers towards informing their investment decisions and advising on solutions.
• Lead re-design of sales and product presentations as per individual customer needs, facilitate contract negotiations and closing.
• Keep the Division Offices updated with relevant information including forecasts and other market updates needed for smooth operational activity
• Ensure the success of projects implemented within the region adhering to GrainPros quality delivery standards, leading to incremental sales.

Distributor management

• Liaise with the distributor to come up with a realistic and achievable annual work plan, marketing plan, and sales projections. These should be tracked monthly and reviewed quarterly.
• Quarterly progress reports written jointly with the distributor and submitted together with order quantities for re-stock.
• Ensure distributor-assigned key personnel are qualified and well trained to represent GrainPro and continuously updated with product re-design and new informations.
• Continuously re-evaluate GrainPro representation in the region to ensure the effectiveness and efficiency of serving our customers.
• Recruit and facilitate contracting of distributors in the countries/territories within the region where GrainPro is not represented.

Finance

• Responsible for the profitability of the region.
• Liaise with GrainPro India’s finance director and Country Manager to ensure the activities within the region are included in the overall budget.
• Monitor region’s budget utilization against sales delivered monthly and provide rational for deviation as well as savings quarterly.
• Any budget deviations above 10% should be approved by both the Country manager and finance director. Overall regional budget divisions above 10% should be approved by the president and CFO notified.
• Accounts Receivable for the region: Ensure timely collection of receivables.
• Ensure that receivables will not turn into bad debts.
• Recommend the application of a 21% penalty on past-due accounts.
• Coordinate with Country Manager and GPA finance director for Client Credit Applications.
• Stock inventory: Ensure sufficient stock is available with each distributor to avoid overstock and stockouts.
• Take responsibility for non-movement and provide a disposition plan for the stock over 90 days.
• Compliance with Tax Rules, Reporting Standards and Audit requirements.
• Ensure that sales and expense transactions are properly supported, compliant with regulations and accurately reported.
• Liaise with the finance director to ensure audit findings and recommendations are implemented for the Countries covered that have a GrainPro office and/Or warehouse.

REQUIREMENTS:

• A degree in Engineering / Science, Sales & marketing, or general management.
• 10+ years of experience in hardcore sales and business management or relevant years of experience in sales in the agriculture sector or other relevant sectors.
• Experience in project management would be a bonus.
• Proficiency in English and Hindi is mandatory. Additionally, south Indian languages are a definite advantage.
• Strong ethical background and proven business development experience in related industries are a must.
• Flexible and adaptable to changing environments.
• Able to work occasional evenings and weekends as needed to support international time zone collaboration.
• Team player with a positive, collaborative attitude.

STATEMENT OF NON-DISCRIMINATION: GrainPro is committed to the ideal of diversity in its staff. GrainPro does not discriminate based on race, color, gender, disability, age, religion, sexual orientation, nationality, or ethnicity. We are strongly committed to hiring a diverse and multicultural staff.

TO APPLY: Apply in confidence with a resume and cover letter at the link. The start date for this position is on or before 1st March 2023, and applicants are encouraged to apply early. Compensation and benefits are competitive and commensurate with qualifications and experience.