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Zonal Marketing Manager

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Deepak Fertilizers & Petrochemicals Ltd
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Job Title : : Zonal Marketing Manager
Location : : Pune, Maharashtra, India
Salary : : 26 to 28 Lacs /Annum
Posted on : : Mon Oct 30, 2017
Apply before : : Tue Dec 19, 2017
Job Type : : Full-Time
Key Skills : : Business Development & Dealer Management
Experience required : : Any experience
Education : : M.B.A.(Agri Business)
Job category: : Farm Inputs
Sub Category : : Fertilizers
 
 Job Description

Organisation Structure


(where does the position stands in the organisation structure of the Business)



President Crop Nutrition Business


Head Strategy & Marketing


Zonal Marketing Manager


 


1.Job Purpose:


              Plan & ensure all Zonal market development activities are conducted as per plan & budget to promote Mahadhan brand & increase awareness about value proposition of existing/new products


              Develop connect with key sub-dealers/retailers in zone to update on new products and track liquidation of the products


              Attend group meetings of  KOLs/Crop Heroes/progressive farmers & build rapport with  key institutions in local farming community


              Review, monitoring & capability building of Field Marketing & Sales Team


 


Key Accountabilities & Outcomes


Key Accountability


A.     Plan & ensure all Zonal market development activities are conducted as per plan & budget to promote Mahadhan brand & increase awareness about value proposition of existing/new products         


·          Plan annual/monthly market development activities for each of the zone/focus crops & products under the area marketing managers (e.g. Organized farmer meetings, Demonstrations & demo-site meetings,  Crash Sales Program & Joint Crash Sales Program, Bazaar Day, Crop seminars, Sub-dealer training/co-op meeting, etc.)


·          Update plan on a monthly basis crop/farmer/region requirements in concurrence with marketing services manager


·          Motivate field staff to conduct important marketing activities like crop seminar, field day, Crop Productivity Enhancement Project (CPEP), CSR activities, Mahadhan Shetkari Manch, Mahadhan Customer Day and exhibitions - participate in key activities


·          Plan & monitor large scale farmer demonstration & trials for new product launch in coordination with Crop Agronomist as well as Area Marketing Manager


·          Coordinate with internal teams (Area/Zonal Manager) and external stakeholders Dealer /institutes for providing details for in-house magazines, literature feedback, wall painting, survey (customer satisfaction, product performance, etc ) and other adpro activities


 


B.      Attend group meetings of  KOLs/Crop Heroes/progressive farmers & build rapport with  key institutions in local farming community           


·          Attend large group meeting s of  Crop Heroes, Crop Dev Officers & Crop experts and motivate them to become Mahadhan Brand Ambassdors


·          Develop connect with area/crop experts in the command area and make availability of experts to involve in farmer related programs


·          Create trust among farmers in product performance based on scientific trial results – MCBR


·          Develop rapport with key institutions in the farming community (e.g. state agricultural universities, research stations, Krishi Vigyan Kendra, marketing federations, co-operative institutes, FPOs & Nurseries) in each area and work closely on  coordination with Zonal Marketing Managers


·          Collate and validate market intelligence on existing MOPs for Mahadhan as wells as key competitor products and share with Marketing Services Manager


·          Establish value base pricing out of demonstration, feedback of farmers/stakeholders


·          Generate farmer’s data from all team members and collate for future usage and targeted messaging


C.     Develop connect with key sub-dealers/retailers in command area to update on new products and track liquidation of the products               


·          Maintain account and oversight of key local retailers/sub-dealers in each area and closely track stock, liquidation of these sub-dealers/retailers


·          Attend to technical queries of retailers/sub-dealers


·          Create awareness about the new/existing products and Mahadhan brand among the key accounts


 


D.     Review, monitoring & capability building of Field Team                  


                 


·          Assess training requirements of the Area Marketing Managers and organize training in coordination with the zonal training manager


·          Identify key potential areas in command area and ensure all key areas are visited by the Field Teams   as per a defined Beat Plan


·          Share reporting/MIS of market development activities conducted & liquidation every week with Marketing Services Manager


·          Collate/validate market intelligence on existing MOPs provided by Field Marketing Team for Mahadhan as wells as key competitor products and share details with Zonal Marketing Officer


·          Conduct & participate in monthly / quarterly zonal review meetings


·          Provide technical marketing inputs to area marketing managers as per crop/farmer requirements


·          Submit annual & monthly marketing plan, marketing bills and reports and update monthly plan basis requirements


·          Provide feedback to Crop managers/ Product Managers on the farmer requirements, pain points & competitor products


·          Participate in appointment process of Sales Promoters


·          Approach KVk and Agriculture college for Sales promoters requirement and if necessary will give presentation


 


2.Work Relations ( Internal and External)


Internal Relations


•               Zonal Field Marketing Team


•               Marketing Services Manager


•               Sales Team


•               Market Intelligence Team


•               Crop & Product Manager       


External Relations


•               KOLs (Crop Heroes, Progressive Farmers, etc.)


•               Representatives of farmer customers & crop development officers


•               Key Institutions (e.g. state agricultural universities, research stations, Krishi Vigyan Kendra, marketing federations, co-operative institutes, FPOs, Nurseries)


 


3.Key Dimensions


Financial Dimensions


•               Zonal Market Development Activity Target


•               Zonal Liquidation Target


•               Sch. Adh. to demo & farmer trials target


•               Connect with target # of KOLs & target # of Institutions


•               Schedule Adherence to Zonal Reviews & MIS Generation    


People Dimensions


•               Direct reports – Area Marketing Managers


 


4.Achievement Profile:


Education Qualifications / Background


•               B.Sc/M.Sc.  Agriculture/Horticulture


•               Post Graduate Diploma/MBA (Agri Business Management)


•               Ph.D. (Agriculture / Horticulture) would be preferred


Relevant and Total Years of Experience


•               18 to 20 years of work experience in the field of Agricultural Product Promotion


Technical/Functional Expertise


•               Knowledge in the field of agronomy, plant pathology, entomology, water management, extension, soil science and agriculture chemistry, plant physiology, biotechnology etc.


•               Knowledge of laying down field trials, observations or protocols / parameters


•               Knowledge of products, rural markets, agriculture and farmers


•               Knowledge of territory and crop cycles within the territory


Behavioural Competencies (List only 3- 5 specific behavioural competencies)


•               Strategic Thinking


•               Planning & implementation skills


•               Interpersonal skills  -  Customer Service Orientation – building connect & provide advisory


•               Analytical and Liaising skills


•               Communication & presentation skills


 


Personality (List only 3- 5 specific personality characteristics)


•               Team Player and collaborative style of functioning


•               Proactive attitude to take feedback from KOLs & Institutions


•               Objective in nature: Ability to objectively assess results of farmer demonstrations


•               Able to clearly communicate and articulate with local community & talk about Mahadhan product


 

Apply before : Tue Dec 19, 2017
 
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