Sales Manager Small Holder (SH) at Syngenta

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