Market Development Representative (MDR)

Major Responsibilities:
• Responsible for delivering the secondary sales objectives of his assigned territory.
• Responsible for communicating FAB (feature, advantage, benefit) of
products/technology to farmer end users and other stakeholders in order to create
demand from farmer end user.
• Responsible for implementing sales and marketing programs to ensure product
grounding and market share.
• Responsible for increasing profitability by creating market for all products with
emphasis on Biologicals and Premier products.
Specific Duties and Responsibilities:
Create demand from farmer end users to ensure product liquidation/grounding (POG) and
market share
- Communicates FAB and value of product/technology to farmers and other
stakeholders to create demand from farmers.
- Ensures achievement of secondary sales and growth objectives on monthly, quarterly,
semi-annual &/or annual basis.
- Organizes and establishes appropriate field activities to promote Biostadt products
through :
a. Commercial Demo Plot – Average of 10 demos per month including:
cooperator selection, demo establishment, data collection, result and analysis,
utilization on promotion.
b. Farmer’s field day link to commercial demo plot: develops message and
talking points, arranges and establishes field day, get commitment from
participants. MDR will be making at least 20 BLO/ Financers visit per month.
c. Farmer’s meeting: Average 8 farmer meetings per month: develops message
and talking points, arranges and establishes meeting, get commitment from
participants.
d. Other farmer’s education program: develops necessary program, arranges
and establishes program, get commitment from participants.

2

- Builds and establishes effective relationship with financiers and dealers to ensure timely
product availability in farmer’s level.
- Manages dealers/financiers/big landowners orders, delivery and inventory to ensure
sales target achievement.
- Regularly prepares and submits secondary sales data reports.
- Reviews actual sales vs. target on monthly basis and applies corrective actions.
- Implements and monitors financier/dealer incentive program to ensure market
competitiveness and to secure volume and POG and thereby ensure volume
commitment.
- Ensures product liquidation monitoring and takes corrective action when necessary.
- Product positioning at appropriate seasonal time at Distributor/Dealer level.
- Recommends New Dealers/New Accounts to expand and tap full potential of existing
markets and expansion in new markets (with proper credibility investigation and
background check).
- Visits dealers, farmers.
- Reviews sales promotional activities & takes corrective actions to liquidate the stocks
at appropriate seasonal time.
- Secondary sales & product liquidation monitoring.
- Product positioning at appropriate seasonal time at dealer level.
Forecasting
- Prepares monthly, quarterly and annual secondary sales forecast.
- In-charge of sales forecast activity in his area of coverage (crop-wise, territory-wise ,
month-wise & area-wise).
- Prepares accomplishment report, travel expense summary on a semi-monthly basis.
- Plans for caravans, demonstrations, farmer’s meeting depending on area’s needs.
- Submits target vs. achievement report on monthly basis to TSE.
Cost Control
- Reviews the field expenses on monthly basis vis-à-vis Budget.
- Counterchecks correctness of claims.
Other Responsibilities:
- Provides timely report and other administration work to ensure compliance with
company policies.
- Works with care and consideration for his own health and safety and the health and
safety of others.
- Implements and promotes vehicle safety policy to ensure safe driving.

Job Specifications:
Education:
Must possess at least a Bachelor's Degree in Agriculture or related courses.

Soutn Cotabato
Batangas
Laguna
Santiago, Isabela
Buguia's
Bauko Mountain Province
Pangasinan