Sales Effectiveness Lead - Hyderabad

Location: Hyderabad  •  Level: Senior Level  •  Openings: 1  •  Type: Full-time
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Job description

1. Job Details
  • Job Title: Sales Effectiveness Lead
  • Job Location: Hyderabad
  • Work Model: Work From Office
2. Candidate Expectations
  • Total 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
  • Skills – Mandatory: Sales Effectiveness, Territory Planning, Channel and Distribution Management, Sales Planning and Demand Forecasting
  • Candidate Industry: Preferably Agri-input industries – Seeds, Crop Protection, Fertilizers.
3. Education and Certification
Qualification
  • MBA in Sales / Marketing / Agri-Business.
  • Bachelor's degree in Agriculture or a related field.
4. Detailed Job Description
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 and historical secondary sales data.
  • Establish productivity metrics for farmer meetings, demonstration plots and field days.
  • 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 strategic business 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 and selling skills.
  • Support structured onboarding programs for new 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 insights into sales actions.
  • Act as a bridge between business strategy and field-level execution.
5. Key Skills
Mandatory Key Skills: Sales Effectiveness, Sales Excellence, Sales Force Productivity, Territory Planning
Good to Have Skills: Territory Optimisation, Sales Strategy, Sales Planning, Demand Forecasting, Channel Management, Distribution Strategy, Distributor Management, Dealer Management, Secondary Sales, Sales Analytics, Sales Operations, Performance Management, CRM, Sales Force Automation (SFA), Incentive Management, MIS, Market Development, Stakeholder Management.
6. Other Specific Remarks
  • Preferred industry experience in Seeds, Crop Protection or Fertilizers.
  • Should have exposure to territory design, channel management, sales analytics and field sales enablement.
  • Should possess strong strategic thinking, execution and stakeholder management skills.
  • Experience in handling sales performance reviews and data-driven decision-making is important.
  • The role involves close coordination with regional and zonal sales teams and multiple internal departments.
 

Job ID: 2045