Key Accounts Manager at Syngenta

Job ID: 1801275
Job: Sales

Role Purpose

• Achieve the revenue and volume targets for the assigned region.
• Execute the Go To Market strategy within the assigned region
• Ensure superior execution of Syngenta Marketing and Sales Strategy in the assigned region through distribution partners, retailers and sales executives.
• Build sustainable relationship and networks to drive Syngenta products to the end user.
• Promote Syngenta solutions with channel partners, key producers and influencers within the assigned Territory
• Regularly collect and report market intelligence and relevant value chain insights.

Accountabilities
Territorial Business Accountabilities:

Overall Crop Protection (CP) Business Delivery:

• Seeds through KAM, finance and facilitating CP demand and sales in collaboration with CU.
• Manage and direct KAM business strategies and plans consistent with overall marketing and sales strategy

KAM Role:

• Develop and direct business strategies and plans to achieve the agreed profit and volume goals for the (relevant) seed key account distributors, consistent with overall sales and marketing strategy.
• Manage and develop high level of service delivery towards targeted Key Customers as well as investigate ways to improve customer SOW
• Business analysis of key accounts segments with reference and benefit to Syngenta
• Market insights and trends of the agrochemical industry
• Support with training and capability upskilling of the sales team.

Stakeholder Management:

• Build and maintain right relationships along Value chain to drive business growth
• Assist and support the veg importer/key accounts (dealer, agent, and grower) in terms of technical support, recommendations and training.

WOW:

• Alignment internally within CU and reporting to BD
• Identify, define, establish and maintain influential relationships with relevant institutes and key veg. crop value opinion leaders.

Service:

• Market / biz intel, Tech support through partners / CU, training – customers etc
• Manage and develop, Market

Knowledge, Experience & Capabilities
Critical Qualifications, experience and knowledge:

• Minimum of B.Sc. or B.A Degree
• Knowledge of the agricultural sales environment desirable, including customer set up, distribution networks etc.
• Proven track record in sales with over 5 years of sales specific experience
• Proven ability to understand customer needs, structure and business drivers
• Effective communication and presentation
• Negotiation and influencing
• Language skills - must be proficient and fluent in oral and written English. Knowledge of regional language is a bonus.
• Good understanding of the local sales environment.
• Computer skills; competency in Microsoft Office

Critical leadership capabilities:

• Sets ambitious strategic goals
• Communicates with impact
• Leads change
• Builds a culture of innovation
• Focuses on customers
• Manages for performance
• Develops people, organization and self
• Collaborates across boundaries
• Strong team player

Critical technical and professional capabilities:

• Delivers distinctive value proposition to customer
• Understands customer needs
• Has deep knowledge of customer management
• Analytical thinking
• Influencing and negotiation