Key Account Manager

Role purpose

• Build, maintain and deliver an Area Business Plan for the given geographic area.
• Ensure optimum coverage and penetration of the given countries for both Syngenta and Floranova brand
• Define and adapt the best go-to-market approach by selecting and managing an optimum portfolio of attractive business partners, generating profitable sales and growing Syngenta's market share in the given geographic area
• Manage Key Account business development projects.

Dimensions

• Financial: existing revenue of >2.5Million USD and approx…8-10 distributors   
• People: No of direct reports 0
• Geographic Scope: Japan, South Korea & Taiwan

Accountabilities

• Meet agreed sales targets and objectives for Flowers business.
• Create product demand through customer product presentations and training, technology transfer and product benefit communications with customers, growers, YPL growers, centres of influence and grower association meetings.
• Organise where needed: workshops, seminars, company trial days, and commercial demonstrations to promote Syngenta & Floranova genetics!
• Steer and validate forecasting / input tactical plan / input annual budget.
• Delivering required-relevant input for monthly reporting through the S&OP platform
• Feedback market intelligence and value chain information in a timely manner to relevant members of the Syngenta team
• Develop & deliver compelling customer driven offers to maximize the business.
• Develop/implement sound value and transactional pricing based on customer perceived value.
• Co-Develop, support and execute campaign plans
• Continually review distributors’ performance against KPI’s 
• Review and Manage overview sales budgeting and forecasting per distributor
• Gain regular distributor’s feedback on Syngenta performance & propose necessary actions
• Maintain customer relationships and realize high customer satisfaction
• Ensure effective collaboration with Sales Support, Marketing, Technical Specialists, Product management and other Syngenta functions to maximise the value to and from each Account
• Management and coordination of the day-day sales activities in line with rules & compliancy within company ,and reporting forums to monitor commercial performance; initiate corrective actions to ensure targets are delivered
• Translate Syngenta Flowers Strategy to local needs
• All employees must take personal responsibility and co-operate in preventing harm to themselves, others and the environment.  This can be achieved by complying with Syngenta’s work instructions, policies and procedures and actively supporting and contributing to the ongoing development of HSE standards.

Critical knowledge

• Bachelor’s degree (Ag, preferred), or Horticultural qualification. Minimum of 8-10 years relevant experience, i.e. Nursery industry (retail or grower), Allied Trader and or Horticulture supply chain experience,
• Key account management skills and distribution driven experience : 8 - 10 years
• Understanding of competitive environment
• Agribusiness experience: knowledge of cropping practices and (preferrably) crop protection products 8 - 10 years
   

Critical technical, professional and personal capabilities

• Applies effective grower, channel and influencer segmentation
• Ability to develop/deliver and implement innovative, customer driven offers
• Ability to develop/implement sound value and transactional pricing based on customer perceived value
• Delivers distinctive value propositions to customers in line with agreed strategies & building on campaign plans.
• Able to Co-Developing and executing campaign plans
• Understands market dynamics and competitive environment
• Anticipates changes in the market and propose strategy adjustments accordingly
• Influencing and negotiation
• Communication and presentation skills
• People/team player
   

Critical success factors

• Customer oriented
• Result driven and business oriented
• Ability to prioritise and focus her/his job and KA team on must wins
• Business knowledge
• Creativity and entrepreneurial mindset

Additional information

• Willing to travel extensively, including local overnight and international trips to meet with customers
• Reporting directly to Head of APAC for Flowers
• Flexible working hours to support the business needs