Country Commercial Unit Head

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

Company