ROLE PURPOSE
- Support delivery of Country Budget through effective demand creation based on agreed pull plan at KA farms.
- With the support of CPD and Marketing deliver high quality demos, trials, and trainings to ensure KA farms understand positioning and demand our products.
- Establish a strong network from channel to KA farms to be the first point of contact for market intelligence in KA farms.
ACCOUNTABILITIES
- Effectively execute the KA Farms strategy with KAM Farms and continuously develop the offering to match Farms needs and market dynamics.
- Grow selected KA Farms accounts by investing through activities to grow SYN portfolio SoW horizontally and/or vertically.
- With KAM Farms, support the introduction of updated Crop programs to enhance the positioning of Crop teams recommendations on target crops i.e., Citrus, Mango’s, and Grapes.
- Lead accounts to achieve business targets and review PULL plan performance against KPI’s – Manage 30-40 Farms to create the demand and grow SoW on Farms annual consumption level & ensure introducing 2-3 new farms to SYN clients base annually.
- Create demand: approx. 80% time is focused on generating pull through execution of campaigns. Proposal: 60% visiting the key farms in the fields = F2F with the Operations/Site manager, 10% visiting the management office of the farms i.e., Procurement, 10% joining KAM’s to visit distributors supplying the farms & 10% administrative planning.
- Build solid and professional relationship based on recognized expertise and trust with relevant stakeholders in LIF (Large integrated farms).
- Proactively support the new product introduction process by excellence in pre-launch campaigns, demo trials and trainings.
- Collect relevant market information and capture in trip reports and Smart-Agro/SFDC.
- Constantly evaluate customer’s channels network to ensure farm access with KAM Farms Egypt.
- Decide on adaptation when needed, identifies areas for growth and makes clear, innovative, and bold choices in terms of business focus.
KNOWLEDGE, EXPERIENCE & CAPABILITIES
Critical experience and knowledge
- Bachelor’s Agronomy degree is a must.
- 5 years Sales management.
- Key account management skills; strong understanding of customer needs, structure, and business drivers.
- Understanding of competitive environment
- Agribusiness experience: knowledge of cropping practices and crop protection products
- Agronomy: general cropping practices, ag technology
- Technical knowledge of crop protection.
- Basic Database management.
- Current driver’s license.
- Arabic/English must; Fluent English is a Plus.
Critical leadership capabilities
- Communicates with impact
- Leads change and holds ambiguity
- Builds a culture of innovation
- Focuses on customers
- Manages for performance
Critical technical and professional capabilities
- Understands customer needs
- Has deep and broad crop and product knowledge
- Influencing and negotiation
- Communication and presentation skills
Mobility, ready to business trips
