Sales Representative

Reporting to

Sales Manager / Subsidiary Sales Manager

Purpose

Maximize sales and profit of the assigned Enza Zaden customer base with the existing product portfolio and realizing product development from the Introduction phase on. In addition support the decision-making process and successful introduction of new varieties.

Geographical scope

One country

Operational level

Operational

Key accountabilities

1. Responsible for the sales at subsidiary level for a group of customers, by undertaking activities to develop and expand the market and sales within that pool of customers. Responsible for the budget, forecast and pricing within the assigned group of customers and area of responsibility.

2. Development of customer plans to ensure proper implementation and execution of the tactical plans.

3. Development and maintenance of business relationships with (potential) customers to promote brand awareness and secure profitable relationships. Execution of (key) customer plans of allocated customers.

4. Keep up to date about (developments in) the Enza Zaden product range. and provide reliable technical advice to customers in order to have our varieties successfully grown and have new varieties tested.

5. Identification of new promising experimental varieties from local screening and global Breeding and active contribution to the new variety decision process.

6. Support the introduction of new Enza Zaden varieties with technical support and clear positioning towards to customers and prospects. Develops a trial plan and ensure an optimum trial material seed supply.

7. Collection of market and customer data and supply thereof to the market intelligence team. Monitoring of market trends (i.e. varieties) and competitor activity to identify market opportunities and threats and reporting this to the Sales Manager/Subsidiary Sales Manager.

Main internal contacts

* Subsidiary Sales Manager - Reporting on progress, receive advise / support/ information.

* Product Manager - Jointly make a plan to introduce the new varieties. Report on market feedback regarding new development, opportunities and results of trials and commercial introductions.

* Breeding teams - Report about the evaluation of new varieties, when applicable in consultation with the Product Manager.

* Marketing Manager - Execute actions from the marketing promotion plan.

* Customer Service - Mutual reporting on progress, receive advise, support, information.

Main external contacts

* Customers - Maintain a close connection with existing and potential customers, to achieve the sales targets, to understand the market dynamic, to set up trials, introduce new products and to co-create value. Key Growers, Plantraisers, Dealers and Purchasing Managers.

# direct reports

N/a

# indirect reports

N/a

Financial responsibilities

* Revenue: EUR 1 to 6 million (depending on the country).

* Budget: N/a

Minimum working and thinking level

Higher professional level (HBO, Bachelor, College)

Minimum years of relevant work experience

1 to 10 years, depending on level

Required certifications, knowledge and skills

* Customer orientation, result and sales driven

* Strong communication, analytical and collaboration skills

* Agricultural background

Working conditions

* Frequent domestic travel required

Level distinctive key accountabilities

Junior

* Products of moderate technical complexity and small accounts or products of very low technical complexity and moderate accounts

* Focuses on personal sales targets, new business development, maintaining customer relationships, and troubleshooting specific customer problems

* Product range, complexity, and challenge are somewhat limited

* Receives periodic coaching from manager or more experienced professionals

Level 1

* Products of moderate technical complexity or standard solutions

* Moderate accounts

* Focuses on personal sales targets, new business development, maintaining customer relationships, and troubleshooting specific customer problems

* Product range, complexity, and challenge may be somewhat limited

Level 2

* May have special markets/complex product lines assigned that require significant client relationship skills

* Typical accounts are highly challenging, complex, and diverse customers who require ongoing client relationship support

* Focuses on personal sales targets, new business development, and troubleshooting on problem or key markets

* Accompanies junior sales professionals on calls where appropriate and contributes to training of less experienced sales representatives

* Independently prepares sales presentations, contracts, and proposals to ensure successful outcome of transactions

Level 3

* Products are very critical and complex, requiring a high level of technical expertise and client relationship skills to maintain competitive positioning

* Focuses on a few large or very complex (key) customers within a designated geographic territory or market