Role Purpose
- Responsible for business delivery within designated area. Along with the Country head, develops strategic GTM plans to ensure delivery of Gross and Net sales within designated sales area.
- Strategic Key Account Management . Manages Syngenta’s most valuable customer relationships through long-term value creation and strategic partnership development, that drive business growth for both Syngenta and partners.
- Pursue new business opportunities & execution of sales campaigns towards achievement of agreed business targets in accordance with the strategies and objectives set for the Commercial Organization.
Key Accountabilities
Achievement of Commercial Targets
- Drives achievement of agreed and signed Net sales targets for the assigned territory. Develop and execute customer-specific business plans with clear volume, value, and margin targets.
- Negotiate commercial terms, pricing, and promotional investments to optimize mutual value creation
- Manage credit exposure and payment terms in line with company policy.
- Manage distributors accounts and ensure zero BDDP closure on yearly basis.
- Forecast demand accurately and manage inventory planning with key accounts
Key Account management
- Lead and execute strategic account management for designated key customers to drive sustainable business growth and value creation.
- Develop, maintain and implement Key account strategies, Key Account plans and business plans to drive business growth while building and maintaining C-level relationships.
- Drive systematic customer engagement and opportunity management through effective utilization of digital analytics and Salesforce, Cropwise and related CRM platforms.
- Lead the development and execution of comprehensive Channel Strategies for the assigned territory to drive sustainable business growth and profitability.
- Direct end-to-end market strategies and execution including marketing campaigns, sales enablement, technical support and collaboration with supply chain and customer operations functions.
- Proactively identify, assess, market trends, and manage business risks and opportunities within key accounts through systematic monitoring of market dynamics, competitive landscape, and customer financial health.
- Develop mitigation strategies for commercial risks while capitalizing on growth opportunities to protect and expand business value.
HSE, Compliance & Ways of Working
- Champion and ensure adherence to Health, Safety, Environmental standards, regulatory compliance, and Syngenta's ethical principles while fostering an inclusive culture of safety-first behavior.
- Demonstrate personal leadership in promoting The Syngenta Group Values, maintaining the highest standards of business conduct, and ensuring all activities comply with company policies, procedures, and applicable regulations.
Core Competencies
-
Business and Financial Acumen Has capacity to review customer P&L, analyse various customer financial documents and assess ROI both internally and with customers.
-
External Stakeholder Management and Relationship Building. Develops deep and meaningful relationships inside the account and initiate solutions to meet customer needs. Able to collaborate beyond customers to monitor and influence industry and market trends.
-
Internal Stakeholder Management and Relationship Building Excels at cross departmental understanding, supports and champions customer needs internally and conducts departments towards efficient and effective customer solutions.
-
Value Selling Focuses on client value, adjusting to the different value drivers of each stakeholder and negotiates towards mutual profitability.
-
Data Analysis and Insights Identifies end goal for self and customers, overcoming obstacles to ensure it is achieved while using various data analysis tools such as Excel, SFDC and local market reports to drive customer discussions.
-
Operational Effectiveness Is able to create a strong Key Account Plan together with the customer, create KPIs and ensure closure of strategic and Tactical action plans while proactively optimizing time and resources.
KNOWLEDGE, EXPERIENCE & CAPABILITIES
Critical experience and knowledge
- A bachelor’s degree in Agriculture or Agriculture related disciplines.
- A Masters Degree will be an added advantage.
- Minimum 5 years successful track record in a commercial organization within the agricultural and/or related industries.
- Sound experience and knowledge in crop protection management.
- Demonstrated ability to lead and influence diverse groups and motivate them to achieve common goals
- Demonstrated ability to drive projects to completion and proven project management skills
- Ability to multi-task and deal with ambiguity and manage change effectively
Location: Kenya
