Sales Manager East Coast Region

Found in: Talent ZA C2 - 2 weeks ago

Pretoria, South Africa Syngenta Crop Protection Full time
Job Description

Role purpose

  • Develop and direct regional business strategies and plans to achieve the agreed profit and volume goals for the relevant channel partner(s) and region, consistent with overall sales and marketing strategy.
  • First line of contact with the customer (dealer, agent, grower) in terms of technical support, recommendations and training.
  • Investigate, understand, capture and communicate aspects of key crop production.
  • Implement key account management (KAM) principles with designated key customers.

Accountabilities

  • Develop and direct regional business strategies consistent with overall marketing and sales strategy.
  • Development Market Information, Budgets, Forecasts, Business Planning, Partnership Agreements.
  • Identify, define, establish and maintain influential relationships with relevant institutes and key crop value opinion leaders.
  • Focus resources on growers and key influencers in the food/feed chain – create pull approaches.
  • Build relationships in value chain (identify the lead influencers).
  • Identify key crop, product and market opportunities and threats.
  • Support agents and growers with technical solutions on all aspects of key crop production.
  • Investigate and manage complaints/claims to minimise financial loss (first line of contact for Syngenta).
  • Develop the competence, motivation and commitment of Dealers and Agents through effective training, promotion, and sales support aids.
  • Keep abreast of market, trade and competitor activity in order to revise strategies to meet changing requirements.
  • Ensure market information accuracy in iPlan for allocated crops.

Qualifications

Knowledge, Skills & Experience

Critical Knowledge

  • The role requires a high focus on building and managing relationships, motivating others and delivery of targets.

Critical Skills

  • Strong leadership and team working skills.
  • Effective communicator, fully bilingual, well-developed skills of persuasion.
  • Resilient to pressure.

Critical Experience

  • Good understanding of the business, key account management, the market and how to add customer value.
  • Practical experience of developing and implementing sales strategies and plans.
  • Knowledge of key financial and marketing concepts and principles.
  • Sound business acumen and negotiating ability.
  • Broad technical know-how of crops, products and farming practices.  (Approximately three years’ experience).

Critical success factors & key challenges

Remit – (Area of Competence)

  • Adopt and implement Go to Market strategy – assist with training of channel.
  • Accountable for sales forecasting / planning for Key Dealers in region.
  • Ensure implementation of related campaigns.
  • Lead sales and any other interactions with relevant dealerships.
  • Support agents with technical and commercial information in order to achieve sales targets.
  • Gather market intelligence.
  • Handling of product complaints.
  • Dealer strategy.
  • Identify new opportunities and gaps.

Interface – (boundary linking two systems)

  • Area Sales Manager
  • Relevant Dealerships and Agents
  • Supply Chain
  • Customer Marketing
  • Commercial Operations
  • Influencers

Competencies

Set Direction: Set strategy. Encourage innovation.

Communicative: Communicate effectively. Ability to step back and analyse new scenarios. Listen and inform regularly, timely and in an appropriate way.

Results-Driven: Know the business. Inspire commitment. Display drive. Achieve goals. Be decisive. Meet goals, follow up systematically. Record an issue, analyse and propose corrective actions.

Create Edge: Focus energy. Lead change. Motivate team. Build trust. Ability to convince and to motivate people. Committed, open, respect deadlines.

Liberate Potential: Develop others. Leverage diversity. Develop self. Promote teamwork.

Other Behaviours Critical for the Role: To be able to represent the company in front of potential and existing customers.

 



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