Role Purpose
To contribute to the development of the small holder business strategy and ensure as a member of the country management team it is delivered in line with agreed business targets and timelines
Manage customer relationships to gain a deeper understanding of their business and business needs to enable development of customized value offers that build a successful and sustainable business partnership.
Work with the commercial team to implement the agreed customer strategy, monitor effectiveness and adjust as required, to ensure marketing and sales targets for the customer and territory are achieved.
To achieve agreed sales targets in accordance with the Kenyan strategy and objectives and ensure a strong link between Seeds & CP.
Accountabilities
To assist in development of small holder ICS strategy including sales plans, targets and expense budgets.
To assume responsibility for realising the required growth of the business in Kenya with due consideration/assessment/management of all (financial) risks involved.
To fully understand key competitor offers & adjust / develop strategy accordingly in the small holder segment
Works within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values
Act as key contact / interface for all Syngenta businesses to customer.
Overview potential agribusiness partners for distribution of the company products and offers
Overview channel structure, business model, capabilities and each channel’s role within the value chain to customer and adapt as required to meet the business needs.
To develop and implement agreed sales plans, targets and budgets for the small holder channel and ensuring that targeted market share is achieved.
To draw up Small holder BAP’s (to ensure must win battles for the small holder sector are won), and execute them according to identified time scale and budget.
To successfully manage a team of Area Sales Managers, Sales Assistants & Field Promotors
To work closely with marketing & other functions to ensure appropriate customer segmentation and appropriate value offers are communicated as part of the field support programme.
To overview sales budgeting and product forecasting – both seeds and crop protection products
Work in compliance with commercial policy of the country, HSE requirements, local legislation and competition law.
Knowledge Skills and Experience
Critical experience and knowledge
Extensive knowledge of the Kenyan agricultural sales environment, sales techniques and approaches
Strong people management and leadership skills
Language skills – must have excellent language skills o Swahili and English.
Key sales management skills; strong understanding of customer needs, structure and business drivers
Understanding of the agricultural competitive environment
Education level of undergraduate in BSc. Agriculture as a minimum
Critical leadership capabilities and skills
Sets ambitious business goals a demonstrates a high degree of ownership of agreed goals
Communicates with impact
Manages for performance and demonstrates a high degree of ownership
Strategic thinking and a good team player
Leadership – ability to lead, coach, drive and motivate individuals, teams and customers
Business delivery orientation
Develops people, organization and self
Focuses on customers
Critical Success Factors
Delivering on the sector and zone business targets
Working closely with other functions, departments to enhance and implement the sector strategy
Create a sustainable and profitoable relationship with our channel
Develop, motivate and mentor the commercial team in your territory
Relationships developed with key stakeholders in the crop protection and seed business
Support design of systematic ways of collecting grower/ channel data
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