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UpMan Placements Private Limited
Instituitional Sales & B2B Manager – Agrochemicals (SEA)
UpMan Placements Private Limited · posted 8 months ago
Gurugramsales
About the role
Job Title
Institutional Sales (India) & B2B Business Manager – Agrochemicals (Southeast Asia)
Location
India
Reporting To
Business Head
Job Purpose
To drive B2B sales growth, market development, and technical positioning of agrochemical products across Southeast Asia by managing distributors, institutional customers, and key accounts while ensuring compliance with local regulatory frameworks and delivering strong technical support to the channel.
Key Responsibilities
1. Business Development & Sales
- Develop and execute country-wise B2B sales strategies for Southeast Asia markets (Vietnam, Thailand, Indonesia, Philippines, Malaysia, Cambodia, Laos, Myanmar) as well as Institutional sale in India.
- Appoint, manage, and grow distributors, importers, and institutional customers .
- Achieve annual volume, value, and margin targets in line with business plans.
- Identify new business opportunities including toll manufacturing, private label, and bulk sales .
- Lead price strategy, contract negotiation, and payment terms in coordination with finance and management.
2. Technical Sales & Market Support
- Sales of technical & solvents in Local market.
- Support product launches and lifecycle management for existing and new molecules.
3. Regulatory & Product Management Support
- Coordinate with regulatory teams and local consultants for product registrations, renewals, and label compliance (CIB ,FAO, local MOA guidelines).
- Support adaptation of labels, MSDS, and technical dossiers as per country-specific requirements.
- Monitor regulatory changes impacting active ingredients and formulations in the region.
4. Channel & Key Account Management
- Build strong relationships with key distributors, plantation groups, agro-retail chains, and institutional buyers .
- Review distributor performance, inventory levels, and secondary sales.
- Resolve channel conflicts, claims, and post-sales technical issues.
5. Market Intelligence & Strategy
- Track competitor activity, pricing, formulation trends, and molecule availability.
- Provide inputs on new product development, sourcing strategies, and portfolio optimization .
- Analyze crop trends (rice, palm oil, fruits & vegetables, rubber, plantation crops).
6. Cross-Functional Coordination
- Work closely with supply chain, regulatory, finance, and sourcing teams to ensure timely availability of products.
- Support demand forecasting, shipment planning, and risk mitigation related to logistics and seasonality.
Key Performance Indicators (KPIs)
- Achievement of sales volume, value, and gross margin
- Market expansion and distributor network growth
- Successful product launches and registrations
- Collection efficiency and credit control
- Technical adoption and brand visibility
Qualification & Experience
Education
- B.Sc./M.Sc. in Agriculture, Plant Protection, Entomology, Agronomy, or related field
- MBA (Sales/Marketing/International Business) – preferred
Experience
- 8–12 years of experience in agrochemical B2B sales and technical marketing .
- Proven exposure to India (Institutional sale) & Southeast Asia markets
- Strong understanding of regulatory and registration processes in SEA countries
Key Skills & Competencies
- Strong technical knowledge of crop protection products
- Excellent negotiation and distributor management skills
- Cross-cultural communication and stakeholder management
- Strategic thinking with strong execution capability
- Willingness to travel extensively within the region