Key Responsibilities:
Territory Strategy, Sales Planning and Performance Management
Develop and implement annual, quarterly, monthly and weekly territory business plans aligned with the company’s strategic objectives and commercial priorities.
Translate territory potential into clear sales, collection, customer acquisition, product penetration and profitability targets.
Drive the achievement of agreed sales, collection and profitability targets in accordance with company policies, credit guidelines and approved budgets.
Analyse territory performance, identify gaps and implement timely corrective actions to improve results.
Develop effective territory coverage plans, customer segmentation models and route- to-market strategies to maximise productivity and sales opportunities.
Monitor sales activities, market developments and customer performance to ensure continuous improvement.
Maintain accurate and up-to-date records of sales, collections, customer engagements, market opportunities and territory performance.
Prepare reliable forecasts and provide management with clear insights to support business planning and decision-making.
Business Development and Market Expansion
Retain, grow and deepen relationships with existing customers through excellent customer service and proactive account management.
Identify, develop and convert new distributors, dealers, retailers, farmers, institutions and other strategic customers.
Drive increased product penetration, customer acquisition, market share and share of wallet within the assigned territory.
Identify emerging business opportunities and recommend practical strategies for converting them into sustainable revenue and profitability.
Develop and implement territory-specific growth initiatives based on market potential, customer needs and competitive realities.
Build and maintain strong relationships with distributors, dealers, retailers, farmer groups, opinion leaders and other key stakeholders.
Strengthen the company’s market presence by ensuring product availability, visibility and effective customer engagement.
Collections, Credit Management and Customer Account Control
Take ownership of the territory’s collection performance and drive the timely recovery of outstanding receivables.
Monitor customer accounts, credit exposure, payment behaviour and ageing balances.
Develop and implement account-specific collection plans for overdue and high-risk customers.
Ensure strict adherence to approved credit terms, collection procedures and customer account controls.
Identify potential credit risks early and escalate them to management for appropriate action.
Work closely with Finance and other relevant departments to resolve account reconciliations, disputes and payment challenges.
Promote responsible credit management while protecting customer relationships and the company’s financial position.
Marketing, Brand Visibility and Customer Engagement
Implement approved territory marketing plans, promotional activities and customer engagement programmes in a timely, cost-effective and measurable manner.
Coordinate product promotions, product launches, customer meetings, demonstrations and other demand-generation activities.
Ensure the effective placement and utilisation of company promotional materials at points of sale.
Maintain strong visibility and proper presentation of company brands at customer locations.
Monitor competitor activities, pricing, product movements, market trends and customer preferences.
Provide timely and actionable market intelligence to management.
Ensure all marketing and customer engagement activities contribute to brand trust, customer loyalty, sales growth and improved market performance.
Agricultural Development and Farmer Engagement
Support the planning and implementation of agricultural development programmes within the assigned territory.
Coordinate farmer education programmes, field demonstrations, farmer meetings and consumer engagement activities.
Recruit, guide and coordinate extension agents and other field support personnel where required.
Build productive relationships with farmer groups, aggregators, agricultural institutions, opinion leaders and other relevant stakeholders.
Support responsible product-use education and promote customer confidence in the company’s solutions.
Identify challenges faced by farmers and communicate relevant feedback to the
Head of Sales & Marketing.
Prepare accurate reports on farmer engagement, demonstrations, field activities, outcomes and emerging opportunities.
Team Leadership, Coaching and Performance Development
Provide clear direction, leadership, motivation and operational support to sales personnel within the territory.
Set clear performance expectations and monitor individual and team performance against agreed Key Performance Indicators.
Conduct regular field visits, joint customer calls and coaching sessions to improve sales effectiveness and customer engagement.
Identify performance gaps and recommend appropriate training and development interventions.
Promote teamwork, accountability, discipline, ethical conduct and adherence to company policies and procedures.
Build a high-performing sales culture based on ownership, initiative, customer focus, continuous improvement and results.
Recognise strong performance and address underperformance promptly and professionally.
Reporting, Market Intelligence and Cross-Functional Collaboration
Submit accurate and timely weekly, monthly and other required reports on sales, collections, customer activities, market developments and agricultural programmes.
Provide management with practical insights on territory opportunities, risks, competitor movements and customer needs.
Collaborate effectively with Finance, Marketing, Supply Chain, Customer Service and other departments to resolve customer and operational issues.
Provide early warning on supply challenges, customer dissatisfaction, credit risks, competitor threats and other matters that may affect territory performance.
Ensure that all reports are data-driven, solution-oriented and focused on business improvement.
Key Performance Expectations
Success in this role will be measured by:
Achievement of agreed sales targets.
Achievement of collection and cash recovery targets.
Growth in territory profitability and market share.
Increase in active customers, customer retention and customer acquisition.
Improved product penetration and market coverage.
Reduction in overdue receivables and improved credit discipline.
Quality and accuracy of sales forecasts, reports and customer information.
Effective implementation and commercial return from marketing and farmer engagement activities.
Productivity, capability and performance of the territory sales team.
Compliance with company policies, credit controls, ethical standards and operating procedures.
Strength and quality of customer relationships and service delivery.
Ability to identify opportunities, solve problems and deliver sustainable business growth.
Qualification, Experience And Competencies
Academic and Professional Qualifications
Bachelor’s degree in agriculture, Agribusiness, Agricultural Engineering, Business Administration, Marketing or a related discipline.
A professional qualification in Sales, Marketing, Business Management or a related field will be an added advantage.
Knowledge of the Ghanaian agrochemical, seed, fertilizer or broader agricultural- input industry will be an advantage.
Experience
At least 3–6 years of relevant experience in sales, marketing, business development or territory management.
Proven experience in a supervisory or managerial position.
Demonstrated track record of achieving sales targets, growing customer portfolios and managing customer accounts.
Experience in collections, credit management or receivables recovery will be an advantage.
Experience in the agrochemical, seed, fertilizer or agricultural-input industry will be an advantage.
Core Competencies
The ideal candidate must possess:
Strong commercial awareness and business judgement.
A clear target-oriented and results-driven mindset.
Strategic thinking and the ability to convert plans into measurable outcomes.
Excellent leadership, communication, negotiation and presentation skills.
Strong customer relationship management and business development capabilities.
Analytical, numerical, forecasting and problem-solving skills.
High initiative, resilience, adaptability and ownership.
Strong planning, prioritisation and time-management skills.
Proficiency in Microsoft Office, particularly Excel, Word and PowerPoint.
The ability to work independently and collaboratively in a fast-paced, multicultural environment.
High integrity, professionalism and commitment to continuous improvement.
Reporting Line:
The Territory Sales Manager will report directly to the Head of Sales & Marketing and will be accountable for the overall commercial performance, customer development, collections, team effectiveness and sustainable growth of the assigned territory.
Salary
: Attractive
Requirements
Jobberman Third Party is a recruitment and talent acquisition account that connects qualified professionals with career opportunities on behalf of a wide range of employers across Ghana.
Through this account, we advertise verified job opportunities for organizations across various industries and job functions, helping employers find the right talent while making it easier for job seekers to discover quality employment opportunities.
Our focus is to deliver a professional, transparent, and efficient recruitment experience by matching candidates with roles that align with their skills, qualifications, and career aspirations.
Whether you are starting your career or seeking your next opportunity, Jobberman Ghana Third Party provides access to diverse roles with reputable employers through a trusted recruitment process.
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