FC Seeds Sales Effectiveness Manager

Role purpose

• Support Seeds BU/BA Head in strategic/tactical planning and implementation efforts focused on Sales and Marketing Effectiveness
• Purpose ways to increase productivity and effectiveness of the sales organization, drive profitable & sustainable market share growth by developing processes, tools and metrics including GTM strategies, service oriented initiatives, cost to serve, performance management and coaching/training, territory/account/visit planning
• Provide expert knowledge and guidance in the areas of customer experience, CRM and sales while collaborating and coordinating across functions within the country

Accountabilities

Sales Area Planning, Account Management

• Provide direction to all sales area related plans and programs to ensure proper market and customer coverage, visit frequency and quality
• Provide analytical  support to team to identify improvement opportunities
• Guide and drive of the development of the annual district (campaign) plans by sales representative/dealers/farmers/products supporting assigned areas
• Support the team with Visit Planning analysis and activities
• Guide the development of individual Account Plans for the key distributors and farmer customers supported by segmentation and RADL approach
• Work closely with Seeds Sales Head, Area Sales Managers and sales team to facilitate/manage data and KPI’s

Sales Force / Marketing Team Development

• Collaborate with Sales Team to identify key development needs (agronomy, product knowledge, selling, sales skills and competencies) to focus on coaching (on the job, SMART individual development plans, train the trainer programs) and broader training efforts for all members of the sales team
• Performance management: support the country with metric based functional competencies, minimum standards, knowledge testing, assessment, tracking and reporting and prepare and implement development plans
• Prepare and implement sales team recognition and motivational programs, SIP design

Business Planning & Processes at country level

• Support strategic (5YP – GTM part) and annual Tactical planning processes with direct information from field
• Expand and improve processes and optimize resources regarding:
  • GTM
  • Channel Management and distribution model
  • Demand generation
• Sales Force optimization via footprint consolidation (coverage, visit, portfolio)
• Ensure plan execution and progress on metrics (in season Milestones & KPIs),
• Work together with Area Sales Managers to identify coverage gaps and develop plans for sales effectiveness for the country
• Support the Sales Head in setting targets, overall activity plans and performance evaluation of Sales Team

Service Oriented Initiatives

• Leverage and deploy available initiatives and offers that will drive service strategies at the field level
• Provide information and insights developing Marketing Service strategies and service tools (eg. AgriClime) and link these to portfolio and product management
• Support Marketing plan – NPI plan
• Program Management (at farmer and dealer/retailer, POS level)

System Enablers (CRM and Account data base)

• Ensure collection, compliance, evaluation of data and information gathered from multiple source (market, customer, competition), translate high level information into details, abstract up from low- level information to a more general understanding and add insights to data for solution creation
• Develop and implement CRM (SFDC) support systems
• Ensure Sales and Marketing processes are supported with the right planning and tracking tools (5YP, Planning, Enduser - voucher programs, QS, Easy Capture, Power BI …)

Critical success factors & key challenges

• To be customer oriented
• Compliance with Syngenta Policies and country law
• Excellence in Project and Process Management
• Collaboration within the entire country team and external stakeholders
• Working in changing and highly demanding environment

Knowledge, experience & capabilities

Critical experience and knowledge

• Education: Bachelor / Masters degree in Agriculture, Agronomy Ag-business, Marketing or/and sales management
• General agricultural knowledge
• Trained and experienced in seed business
• Min. 5 years of proven track record in Ag marketing, sales or sales management
• Planning capabilities
• Leadership and team management capabilities, capability to select and evaluate people in seed sales
• Syngenta Seed/CP products, offers and solutions
• Understanding of competitive environment
• Very good command of English and local country language
• Advanced computer skills, Knowledge of IT and CRM (SFDC) tools
• Driving License

Critical technical and professional capabilities

• Design/implement effective CRM strategies
• Develop/delivers innovative GTM, Channel and Demand Creation Model
• Communication skills
• Analytical skills
• Understand customer needs
• Actively participate in strategic and seasonal campaign plans
• Able to use market research effectively to understand customers, market
• Attention to details and the ability to manage several projects at once
• Anticipate changes in the market and adjust strategies accordingly
• Influencing and Negotiation skills

Critical leadership capabilities

These commitments bring our values to life and shape the way we work together.

• Customer success and profitable market share growth guide our decisions
• We work together to deliver – one team, one plan
• We trust and hold each other accountable
• Our people’s development is a priority, they are our competitive advantage
• We encourage people to say what they think and feel to benefit from diverse perspectives
• We give and welcome prompt and actionable feedback
• We constantly raise performance expectations for ourselves and our teams
• We act on performance issues
• We live by our Code of Conduct
• We are energized by our work and celebrate our achievements

Key specific skills

• Build/maintain strong relationships and network both internally and externally
• Outstanding communication skills (verbal and written) – ability to communicate with internal and external customers and all levels of management
• Eager to learn and also committed in people development to coach, train employees and external stakeholders
• Result orientated by taking initiatives, overcome on difficulties and creative in solutions
• Broad and deep farm – ag management knowledge and business acumen
• Breadth of perspective in agriculture and Seed/CP/Digital Ag area
• Work an adopt to rapidly changing business environment
• Lead and motivate teams through continuous change
• Manage for performance

Syngenta Seeds is one of the world’s largest developers and producers of seed for farmers, commercial growers, retailers and small seed companies. Syngenta seeds improve the quality and yields of crops. High-quality seeds ensure better and more productive crops, which is why farmers invest in them. Advanced seeds help mitigate risks such as disease and drought and allow farmers to grow food using less land, less water and fewer inputs. Syngenta Seeds brings farmers more vigorous, stronger, resistant plants, including innovative hybrid varieties and biotech crops that can thrive even in challenging growing conditions. Syngenta Seeds is headquartered in the United States.