ROLE PURPOSE
- Driving the delivery of the Commercial unit P&L and cash-flow
- Driving the optimization of the Commercial Unit (market opportunities, setup & capabilities, people)
- Contributing to the continuous development of Syngenta’s strategies
- Ensuring Syngenta’s freedom to operate in-country is maintained and insuring full compliance of operations
ACCOUNTABILITIES
- Contribute to the overall AME strategy and portfolio development
- Develop the country budget and deliver P&L and cash flow, achieve key operational performance indicators; drive revenue/gross-profit generation
- Lead sales force and coordinate within In scope Countries integrated commercial operations across Crop Protection and Seeds encompassing sales support, marketing and technical activities;
- Understand and assess grower and channel needs and market drivers; monitor and anticipate their evolution to enable promotion of and capturing of current and future opportunities
- Support Business Development teams to transfer business and market dynamics knowledge and to develop country go to market capability
- Work with global functions (Supply, R&D, CA, Business Partners, SBS, etc.) in order to ensure short to long term business delivery
- Ensure efficient planning and execution of sales campaigns
- Ensure efficient Implementation of pricing strategies
- Develop strong relationship with key customers/influencers in the country
- Drive constant optimization of sales force, balancing cost efficiency and sales effectiveness
- Ensure overall performance, integrity and health of the Commercial Unit
- Ensure the development of commercial capability in the country, through effective recruitment and talent development
- Build and protect Syngenta reputation and freedom to operate through engagement with key stakeholders including customers, government officials, industry associations, regulators, NGOs and media
- Protect the integrity and FTO of Syngenta by ensuring, in close cooperation and alignment with Legal & Taxes and other expert functions, Syngenta’s full compliance with the applicable legal and regulatory framework as well as Syngenta’s own legal & ethical, HSE, HR, Finance, Corporate Security, Risk Management and Corporate Governance standards and processes
KNOWLEDGE, EXPERIENCE & CAPABILITIES
Critical experience and knowledge
- Proven track record in sales and sales management (+/- 10 years)
- Proven leadership skills
- Understanding of competitive environment
- Proven ability to understand customer needs, structure and business drivers
- Product management and line management experience
- Agribusiness experience: knowledge of cropping practices and crop protection products
Critical leadership capabilities
- Judgement
- Focus on customer
- Execution & Result orientation
- Engage and Inspire
- Build talent
- Collaboration
- Self awareness
Critical technical and professional capabilities
- Understands customer needs
- Manages distribution channels effectively
- Ability to work in matrix organizations
- Influencing and negotiation
- Delivers distinctive value proposition to customer
- Communication and presentation skills
- Understands market dynamics and competitive environment
- Understands channel structure and dynamics
- Designs/optimizes effective field force strategy
- People/team management
- Develops/implements sound value and transactional pricing based on customer perceived value
- Anticipates changes in the market and adjusts strategies accordingly
- Analytical thinking