Openings at Syngenta

Job Description

Role purpose

• Key member of the EASA BA LT bringing a grower centric view & ensuring decisions are aligned with the marketing strategy
• Lead the development of an effective Marketing team, ensuring motivation & growth opportunities
• Work with Portfolio Lead on evaluating portfolio performance, simplifying our offer, ensuring fit with market needs & identifying critical gaps that need to be filled
• Drive creation and implementation of the brand plans & strategies (market analysis, price, positioning)
• Ensure connection of marketing team with all other teams (CPD, Regulatory, Sales, Comm Ops, and P&S) to deliver NPIs on time and in full
• Lead the development and sustenance of an efficient and effective customer marketing team that drives excellence in customer segmentation & campaign execution to achieve objectives
• Implement processes to measure effectiveness of campaign and marketing efforts

Accountabilities

• Builds market intelligence to enable the development & implementation of innovative business models which will include greater grower and retailer proximity.
• Analyze customer insights, trends and market best practices to build successful strategies
• Ensure EASA Portfolio lead collaborates well with AME Portfolio managers in the PDC cycle process, ensuring that opportunities and needs are well highlighted
• To drive key marketing processes with special attention to campaign & iPLAN
• To lead the conversion of crop solutions into appropriate offers delivered through campaigns
• Working with Sales Manager & Commercial Ops to ensure effective value pricing is carried out and that appropriate commercial terms are implemented to deliver on budget & GTM objectives
• Working with Sales Manager & Commercial Ops to ensure delivery of grower and channel value proposition through the creation of offers incl. incentives in line with GTM.
• Delivers market plans and analysis to support budgeting and strategic reviews.
• Gather customer & market insights to enable effective GTM implementation, inform campaign designs to increase customer conversion to the Syngenta product range
• Work with Commercial Operations team on grower, channel & value chain segmentation process.
• Define marketing communications strategy (e.g., media mix, budget allocation across services)
• Prioritize campaigns and resource allocation in line with the strategy & oversee their execution. Plan budgets according to strategy and opportunity, ensuring marketing spend remains with agreed limits.
• Review campaign effectiveness, during & post season, against objectives. Utilizing Salesforce.com as a key tool for monitoring and improving effectiveness.

Qualifications

Knowledge, experience & capabilities

Critical Experience & Knowledge

• Country product/crop management
• Internal experience of the agri-business sector in Marketing, Sales and Strategy
• Strong agronomy knowledge
• Experience in campaign development and management
• Background in business management
• Proficiency in digital marketing and management

Critical Leadership Capabilities

• Sets ambitious strategic goals
• Communicates with impact
• Leads change and can work well in spite of ambiguity or lack of full data.
• Builds a culture of innovation and solution finding
• Focuses on customers
• Manages for performance
• Develops people, organization, and self
• Collaborates across boundaries

Critical Technical, Professional And Personal Capabilities

• Develops/delivers innovative, customer-driven offers
• Develops/implements sound value and transactional pricing based on customer perceived value
• Delivers distinctive value proposition to customer
• Creates strong, distinctive brand & crop plans
• Develops/executes campaign plans
• Develops/implements effective product communications
• Understands 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
• Strategic thinking
• Influencing and negotiation
• Communication and presentation skills
• People/team management
• Project management

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Job Description

Role Profile

• To lead and deliver the East Africa Countries team and business (KE, TZ, UG, RW, BU) as per 5 year plan.
• To contribute to the development of the 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 Operations & Marketing teams to implement the agreed customer strategy, monitor effectiveness and adjust as required, to ensure marketing and sales targets are achieved.
• To achieve agreed sales targets in accordance with the BA strategy and objectives.

Accountabilities

• To define the CP strategy including sales plans, targets and expense budgets; working in close collaboration with the Commercial Ops team
• To implement agreed sales & budget plans and ensure that targeted market share is achieved.
• To assume responsibility for realising the required growth of the business in East Africa with due consideration/assessment/management of all (financial) risks involved.
• 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
• To fully understand market evolutions & key competitors’ offers, adjusting our GTM and/or developing new sales strategy accordingly
• To define channel strategy, review channels’ capabilities and role within the value chain to customer and regularly review our pool of channels partners based on agreed criteria
• Act as key contact / interface for all Syngenta businesses to customer.
• To successfully lead the sales team, developing a growth mindset, ensuring trainings & growth opportunities for all
• To ensure sales teams develop close customer relationships & are strongly accountable for their sales
• To work closely with marketing, Commercial Operations & 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
• Works in compliance with commercial policy of the country, HSE requirements, local legislation and competition law.

Qualifications

Knowledge, Skills and Experience

Critical Experience And Knowledge

• Extensive knowledge of the Eastern Africa agricultural sales environment, sales techniques and approaches
• Strong people management and leadership skills
• Language skills - must have excellent language skills of 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 and 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

Additional Information

Critical Success Factors in the First 6 months

• Finalize & implement the new channel strategy in Kenya, ensuring minimal business disturbance and a positive communication on the ground
• Create a sustainable and profitable relationship with our channel
• Deliver on the BA targets
• Working closely with other functions, to review and implement the sales strategy (sales team organization, customers segmentation & targeting, sales KPIs)
• Develop, motivate and mentor the sales team
• Relationships developed with key stakeholders in the crop protection and seed business
• Support design of systematic ways of collecting grower/ channel data