-Represent and lead the Syngenta Sales Team and supporting Functions in the Commercial Unit/ District in order to achieve profitable growth and create an industry leading and sustainable position for Syngenta.
-Execute sales campaigns and achieve agreed sales targets in accordance with the strategies and objectives set for the Commercial Unit and Crops
-Collaborate with the Commercial Unit Head and other functional teams to liberate the potential of the Field Force and the development of marketing campaigns/field marketing
-Actively participate on the Commercial Unit Leadership Team to enable the Leadership Model and implement organizational change required to deliver the business strategy
-Lead sales planning/activates by setting direction for the Sales Force at the Retail/Non Retail level
-District Business Accountabilities
-Responsible for District operational budget, variable selling expenses, and marketing funds (BAA’s); manage with Resource Allocation Tool, weekly sales outlook (LO), product forecasting and inventory management
-Contribute to the Go to Market and Channel strategies for the Commercial Unit.
-Development of District plans to deliver the Commercial Unit Business Plan
-Define sales targets and planted on ground (POG) targets based on current strategy and business plans.
-Implement sales force effectiveness measures based on agreed standard indicators.
-Ensure District operations are executed and aligned with the Syngenta Business strategy
-Facilitate establishment of customer targets/plans and the implementation of plans
-Measure sales force performance and develop corrective/improvement actions. -Map knowledge and skill set of sales force against current and future customer allocation and product portfolio. Develop sales force capability based on MaSE and Agronomy excellence principles. Proactively support the new product introduction process.
-Work closely with the Sales Team to ensure that appropriate customer segmentation exists and appropriate offers are defined and delivered.
-Actively Coach and develop the Sales Team in alignment with the strategy, business plan, MaSE, Leadership model and commercial policy
-Reinforce that all relevant Syngenta processes and policies are well understood and implemented by the Sales Team and, where necessary, by customers.
-Reinforce compliance with commercial policy of the Commercial Unit, HSE requirements, local legislation and competition law with the Sales Team
-Promote the image of Syngenta with industrial associations and all relevant institutional entities.
-Develop a locally tailored District Unit sales structure and participate in the appointment process within given global guidelines.
-Actively coach the sale team through the organizational change and learning required to deliver the Syngenta Strategy and Commercial Unit business Plan.
-Support the integration of the CP and SE sales forces, including the definition of new processes/ways of working, and fostering mindset change internal/external.
-Work with colleagues within the Commercial Unit and other functional areas to develop effective ways of working that enables the Sales Team
-Actively support the Sales Team with the communication of our New Strategy with customers
Knowledge, experience & capabilities
-Strategic Sales Management and Change Management experience
-Field Marketing and Campaign Management development and implementation experience
-Business Analytical and Planning skills related to sales management
-Agronomic Knowledge relevant to the Commercial Unit
-Minimum education requirement: BA/BS in Ag science or BA/BS is non-Ag discipline with significant industry background
-A minimum 5 years in Sales and/or Sales Management
-Strong sense of customer focuses and demonstrates excellent sales and negotiations skills.
-Demonstrated Sales Management (hiring, deployment, development)
-Demonstrated Leadership Experience
-Demonstrated work/life balance and the ability to coach others in this area
-Critical technical, professional and personal capabilities
-Deep knowledge of the Agriculture industry at the field level
-Demonstrated ability to Lead Change
-Strong customer orientation as demonstrated
-Accomplishments in redelivering results during times of major change
Critical leadership capabilities
-Lead through ambiguity
-Collaborates across functional areas
-Focuses on customers
-Drive For Results and Create Edge
-Liberating Potential of Individuals and Teams
Critical success factors & key challenges
-Excellence in co-developing sales plans and implementing them with excellence
-Working across the matrix with success in terms of sales plan implementation is critical
-Leading, coaching and mentoring of the team is a must
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