Key Account Manager - Large Scale at Syngenta

ROLE OVERVIEW

An opportunity within our Kenya Crop Protection Commercial Function has become available for a technically & commercially strong individual to play a critical role in providing strategic key account management for our Large Scale customer segment and delivering our business growth. This role provides an opportunity to:

• Manage Syngenta’s most valuable customer relationships through long-term value creation and strategic partnership development.
• Retain existing customers, pursue new business opportunities within the large scale customer segment.
• Execute sales campaigns towards achievement of agreed business targets in accordance with the strategies and objectives set for the Commercial Organization.

KEY ACCOUNTABILITIES

Achievement of Commercial Targets

• Drive achievement of agreed and signed sales targets for the assigned territory.
• Develop and execute customer-specific business plans with clear volume, value, and margin targets.
• Negotiate commercial terms, pricing, and promotional investments to optimize mutual value creation.
• Manage credit exposure and payment terms in line with company policy.
• Manage distributors accounts and ensure zero Bad & Doubtful Debt Provision (BDDP) closure on yearly basis.
• Forecast demand accurately and manage inventory planning with key accounts.

Key Account Management

• Lead and execute strategic account management for designated key customers to drive sustainable business growth and value creation.
• Develop, maintain and implement key account strategies, key account and business plans to drive business growth while building and maintaining C-level relationships.
• Drive systematic customer engagement and opportunity management through effective utilization of digital analytics, Salesforce, Cropwise and related CRM platforms.
• Lead the development and execution of comprehensive Channel Strategies for the assigned territory to drive sustainable business growth and profitability.
• Direct end-to-end market strategies and execution including marketing campaigns, sales enablement, technical support and collaboration with supply chain and customer operations functions.
• Proactively identify, assess, market trends, and manage business risks and opportunities within key accounts through systematic monitoring of market dynamics, competitive landscape, and customer financial health.
• Develop mitigation strategies for commercial risks while capitalizing on growth opportunities to protect and expand business value.

Qualifications

KNOWLEDGE, EXPERIENCE & CAPABILITIES

Qualifications & Experience 

• A Bachelor’s degree in Agriculture, Agronomy or equivalent
• Post-grad degree will be an added advantage
• Minimum 5 years experience in Sales and Agronomy role
• Sound technical (on-the farm) experience and knowledge in crop protection management
• Distributors, channel partners and stockists engagement experience
• Knowledge of Kenya key crops and agronomic challenges faced by farmers everyday
• Business and Financial Acumen
• Strong stakeholder management and relationship building skills
• Proven track record of Value Selling model