About this Job:

Role Purpose

- Lead team of Regional Sales Managers, execute sales campaigns and ensure achievement of agreed sales targets in accordance with the strategies and objectives set for the zone and crops.

- Develop and maintain a high-performing sales organization.

- Contribute to the optimizations and selective alignment of Syngenta commercial policies and price structures.

- Assume external relationship responsibilities for the zone with local regulators and industry stakeholders.

Accountabilities

- Create the Sales plan and modus operandi to deliver the sales target for the responsible geography.

- Create a roadmap for the growth of the responsible geography, increase market share and lead growth.

- Ensure that right person are available to deliver the business aspiration. Have a fully motivated, engaged and energized workforce.

- Support the CU Head in improving business contribution and profitable growth through a mechanism of better forecasting, reduced day sales outstanding, reduced functional and people cost.

- Plan and deliver a strong channel engagement and campaign plan along with leading the Go-To-Market Strategy for effective business success.

- Plan and create demand generation activities through FTPs, Farm Days etc.,

- Manage relationship with cross-functional teams for support - finance, supply, HR, marketing etc.,

- Any other responsibilities as assigned by CU Head from time to time including Country/CU projects

Transition accountabilities

- Put in place the necessary activities to ensure business continuity during the transition.

- Support the integration of deVGen and Syngenta sales force, including the rollout of new processes/ways of working and fostering mind set change.

- Work with colleagues within the zone, in the commercial unit, in the crop groups and marketing function to develop effective governance and ways of working at the critical interfaces.

- Support the development of a change plan taking into account employee engagement, team development, and customer connection.

Essential Knowledge & Experience:

Critical knowledge

- Grower behavior and agro-business trends in the zone

- Channel structures and behavior

- Sales and Marketing principles

- People management /development skills

Critical experience

- Proven track record in sales and sales management (minimum 7 years)

- Proven leadership skills and line management experience

- Proven track record in being a good team player and team management skills

- Strong ability to understand customer needs, structure and business drivers

Critical capabilities

- Applies effective grower, channel and influencer segmentation

- Develops/delivers innovative, customer-driven offers

- Designs/optimizes effective field force strategy

- Delivers distinctive value proposition to customer

- Designs/implements effective CRM strategies

- Manages distribution channels effectively

- Creates strong, distinctive brand and crop plans

- Understands customer needs, market dynamics, and competitive environment

- Able to use market research effectively to understand customer, markets, channels

- Understands channel structure and dynamics

- Anticipates changes in the market and adjusts strategies accordingly

- Analytical thinking

- Financial acumen

- Influencing and negotiation

- Innovation management

- Team building, people management, coaching and situational leadership

- Perseverance, Patience, Tenacity - Result Orientation

- Relationship building

Critical leadership capabilities

- Sets ambitious strategic goals

- Communicates with impact

- Leads change and hold ambiguity

- Builds a culture of innovation

- Focuses on customers

- Manages for performance

- Develops people, organization, and self

- Collaborates across boundaries

Critical success factors & key challenges

- Revenue and market share growth

- Profitability

- Accounts receivables

- On time collections record

- Inventory levels at C& F

- Identification of target segments and delivery of focused grower value propositions

- Liquidation targets

- Distribution coverage targets

- Sales team management and capability development

Education / Qualifications:

- Post Graduate/ MBA or Graduate in Agricultural sciences.

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