Strategy Planning & Commercial Excellence Head NWA

• Lead the 5 Year Plan development and the Yearly Strategic Agenda while providing cross-functional leadership to ensure focus, operationalization, and implementation
• Shape a sound market intelligence platform as base for Marketing and Commercial Plans setting and driving fact-based business decisions
• Lead the Commercial Policy end-to-end process by ensuring pay for performance schemes are established with Channel Partners and align with internal Sales Incentives Plans
• Manage a number of key strategic projects and initiatives as agreed with BA Head / BA LT in support of the Strategic Agenda Must-Win-Battles in the Shape the Future dimension

Effectively communicate and drive collaboration with key stakeholders cross-functionally to evaluate and implement new business opportunities

Lead the 5 Year Plan development and the Yearly Strategic Agenda while providing cross-functional leadership to ensure focus, operationalization, and implementation

• Lead the development of the BA Strategy in the 5 Year Plan ensuring that key areas are identified to support the growth agenda based on market & Syngenta development
• Ensure operationalization through Strategic Agenda and Business Process Review (BPR) to define appropriate tool including governance, reporting, escalation and intervention
• Drive and develop the BA planning process and market intelligence coordination in close alignment with the BU/Regional/Global corporate planning process
• Manage the collection of market intelligence for optimal interpretation of data and provide actionable foresight for the BA

KPIs: insightful & sharp 5 Year Plan document, Strategic Agenda derived from 5 Year Plan with clear ownership, go-to-person for BU/Region/Global on market intelligence, BPR process leadership

Shape a sound market intelligence platform as base for Marketing and Commercial Plans setting and driving fact-based business decisions

• Provide leadership for the implementation of approved business proposals and collaborate with the appropriate functions to ensure success and project/business delivery
• Serve as main point of contact for business proposals and evaluations to ensure coherence with 5 Year Plan and alignment with strategy
• Increase operational excellence across the BA by implementing appropriate assessments & measures (e.g. Go-To-Market, Commercial Terms, SIP/ROPP)
• Ensure sustainability of key projects and processes and be the first point of contact to the BU
• Drive roll-out and deploy Commercial Platforms (SFDC) and adapt existing systems if applicable (SAP implementation)

Accountabilities

• Lead the 5 Year Plan development and the Yearly Strategic Agenda while providing cross-functional leadership to ensure focus, operationalization, and implementation

• Lead the development of the BA Strategy in the 5 Year Plan ensuring that key areas are identified to support the growth agenda based on market & Syngenta development
• Ensure operationalization through Strategic Agenda and Business Process Review (BPR) to define appropriate tool including governance, reporting, escalation and intervention
• Drive and develop the BA planning process and market intelligence coordination in close alignment with the BU/Regional/Global corporate planning process
• Manage the collection of market intelligence for optimal interpretation of data and provide actionable foresight for the BA

• KPIs: insightful & sharp 5 Year Plan document, Strategic Agenda derived from 5 Year Plan with clear ownership, go-to-person for BU/Region/Global on market intelligence, BPR process leadership

  Shape a sound market intelligence platform as base for Marketing and Commercial Plans setting and driving fact-based business decisions

• Provide leadership for the implementation of approved business proposals and collaborate with the appropriate functions to ensure success and project/business delivery
• Serve as main point of contact for business proposals and evaluations to ensure coherence with 5 Year Plan and alignment with strategy
• Increase operational excellence across the BA by implementing appropriate assessments & measures (e.g. Go-To-Market, Commercial Terms, SIP/ROPP)
• Ensure sustainability of key projects and processes and be the first point of contact to the BU
• Drive roll-out and deploy Commercial Platforms (SFDC) and adapt existing systems if applicable (SAP implementation)

• KPIs: cross-functional work on project/business delivery, go-to-person for MI questions, success in key projects, adaptation of BA ways of working/systems to be updated with Commercial2.0 philosophy

  Lead the Commercial Policy end-to-end process by ensuring pay for performance schemes are established with Channel Partners and align with internal Sales Incentives Plans

• Build a Commercial Policy for Morocco and Direct Business aligned to Budget/Commercial objectives with appropriate incentives
• Take accountability of reporting framework on Pricing analytics and process deployment within the BA working with Sales, Marketing and Customer Service
• Produce required balanced scorecards and pricing monitoring reports through central or local transactional and market data gathering and consolidation (e.g. Price Observatory, Price Variance Analysis)
• Support SAP implementation in Morocco and transition from iScala to ensure proper reporting of Transactional Pricing data and appropriate reporting (e.g. provisions for rebate & returns)
• Upskill BA personnel to improve pricing understanding while contributing in the definition of the Sales Incentives Plans (SIP) and Representative Office Performance Plans (ROPP)

• KPIs: updated Commercial Policy, available pricing analytics supporting business monitoring, successful SAP implementation from transactional pricing point of view, SIP/ROPP aligned to strategy

  Manage a number of key strategic projects and initiatives as agreed with BA Head / BA LTin support of the Strategic Agenda Must-Win-Battles in the Shape the Future dimension

• Provide leadership for the implementation of approved business proposals and collaborate with the appropriate functions to ensure success and project/business delivery
• Lead Strategic Projects such as Define & Implement long-term GTM strategy, Implement Seedcare™ strategy, Define Biologicals strategy & successful Valagro integration
• Drive collaboration with key stakeholders cross-functionally including Sales, Marketing, Finance, Production & Supply, Crop Protection Development and Human Resource
• Manage and secure internal recharge process and project management execution for selected Strategic Initiatives
• Connect with the AME/Regiona/Global network to leverage existing expertise and share best practices and sources across Syngenta
• Lead cross-functional projects to bring clear alignment & synergy

• KPIs: overall alignment of projects with strategy, delivery of KPIs of project charters of selected initiatives, high level of collaboration within BA and towards BU/Region/Global

Critical success factors & key challenges

• Sound knowledge of business, risk management, financial modelling tools & techniques
• Bring a good mix of analytical skills and knowledge of marketing research techniques
• Understanding and driving of commercial strategy
• To look for new solutions in marketing, agriculture and continually develop knowledge and skills
• Generating new insights to influence strategic thinking

Deep-dive analysis (on a proactive basis first and on needs as well): Industrial Trends, latest competitors move, pipeline updates, investor briefs, etc.)

Critical knowledge

• Bachelor or Master’s degree in agronomy or business administration (+MBA)
• Marketing (concepts, marketing mix principles, etc.) / Segmentation (concept and application)
• Business strategy development / Financial analysis / Business planning / Product knowledge
• Leadership skills: communicate with impact, lead change and hold ambiguity, manage for performance, collaborate across boundaries, build a culture of innovation
• Understanding of competitive environment, product management and line management experience / Knowledge of influencers and channel management
• Agribusiness experience: knowledge of crop protection products and downstream industrial expectations and needs towards agrochemical companies

Critical experience

• 5 years sales or marketing experience
• Sales, finance or marketing experience
• Familiar with the North African business environment

Critical technical, professional and personal capabilities

• Apply effective grower, channel and influencer segmentation
• Understanding of marketing research principles (e.g. marketing methods, segmentation, channel management)
• Design and implement distinctive value proposition to customers, effective CRM strategy
• Exposure to Internal Systems such as AnaPlan (I-Plan), Salesforce.com
• Analytical thinking
• Influential and communication skills

Critical leadership capabilities

• Lead internal, Lead others
• Resilience and persistence
• Set ambitious but realistic strategic goals; build a culture of innovation
• Positive mindset with ‘can-do’ attitude and ‘out of the box’ thinking
• Determined Execution, Growth for all, Long view

• Willingness to travel in the in-scope countries
• Good English, French and Arabic language skillset required

Syngenta Group is one of the world’s leading sustainable agriculture innovation companies, with roots going back more than 250 years. Our 53,000 people across more than 100 countries strive every day to transform agriculture through tailor-made solutions for the benefit of farmers, society and our planet – making us the world’s most local agricultural technology and innovation partner. Syngenta Group is committed to operating at the highest standards of ethics and integrity. This is a commitment that we are making to investors, customers, society and employees. Syngenta Group is also committed to maintaining a workplace environment free from discrimination and harassment