Area Sales Manager, IPM Ornamentals

Summary

Syngenta wishes to exploit market growth opportunities in the ornamental and export vegetable sector across the country, both in conventional Crop Protection and through exploitation of IPM and ICM strategies. Syngenta wishes to exploit the opportunities in these sectors through new offerings and services to the industry and making them relavant, understood and appreciated. To this end the main purposes of this role are:

Job Objective:

Responsible for all IPM sales activities, from lead generation through close, in the assigned business area.
To achieve agreed sales targets in accordance with the Country strategy and objectives
To develop and implement agreed upon Sales and Marketing Plans which will meet both personal and business goals of expanding customer base in the sales area.
Works within the sales and support teams (Marketing, Technical) for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.

Job title: Area Manager, IPM Ornamentals
Department: Sales
Reports to: Sales Manager Kenya
Location: Nairobi, Kenya

Responsibilities:

Responsible for the sales of SEAL products, inclusive of IPM packages and solutions, in your territory and ensure attainment of agreed sales targets.
Demonstrates IPM technical selling skills and product knowledge that allows effective and efficient selling and customer relationship building and maintenance.
Develops annual business plan (BAP’s) in conjunction with Sales Manager, which details activities to follow during the fiscal year, which will focus the meeting or exceeding of the sales quota.
To provide the grower with advice on the safe use & handling of pesticides and beneficial products
To work closely with marketing and other functions to ensure appropriate customer segmentation exists and appropriate services are defined and delivered.
Maximizes all opportunities in the process of closing a sale resulting in the retaining and taking of market share from competitors.
Assists in the implementation of company marketing plans as needed and to keep abreast of market trends, pricing and competition activities, giving regular information as changes come.
Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of Microsoft Office to maintain accurate records to maximize territory potential. Information so gathered should be shared regularly with Marketing and Sympact Champion.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Participates and contributes to the development of educational programs offered to clients, prospects and company employees.
To be Syngenta’s ambassador at the farm gate and ensure growers understand the USP’s of Syngenta products and the appropriate attributes and benefits, that meet the needs of the customer and to ensure distributors and influencers understand the USP’s for Syngenta products and the desired positioning.


Requirements: Knowledge

Displays an understanding of Syngenta corporate strategy and in-year objectives
Displays up to date knowledge of Syngenta products and service offerings to growers and stakeholders and especially how they fit in an IPM program
Displays an understanding of the sectors in which Syngenta operates
Skills

Expertly influences key stakeholders and obtains sign up to a common vision/shared goals
Influences and enthuses people throughout the organisation and externally
Able to communicate effectively in writing, orally and through presentations
Develops customer service orientation and questioning/ consultancy/ business development skills
Presentation and coaching skills appropriate for dealing with senior professionals
Credibility and confidence in dealing with all levels of staff and membership
Methodical and consistent approach to recording, structuring, analysing and summarising information and market intelligence – ability to distil market information into strategic insights for Syngenta
Strong interpersonal skills
Team orientation and excellent interpersonal and team-working skills
Motivated, focused on results and demonstrates a high sense of urgency
Project Management skills
Relationships and Roles:
Internal / External Cooperation

Maintain contact with all clients in your market area to ensure high levels of Client Satisfaction.
Demonstrate ability to interact and cooperate with all company employees.
Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
Maintain professional internal and external relationships that meet company core values.
Proactively establish and maintain effective working team relationships with all support
Qualifications

An agricultural or business related degree or higher, with a biais towards IPM and beneficials
Extensive knowledge of the agricultural sales environment, including customer set up, distribution networks etc.
Selling Skills Training.
Sound technical base of products and agronomics.
Language skills – must be proeficient in at least two local langauges (one to be Kiswahili) and also fluent in oral and written English.
Good understanding of local sales environment.

Critical Skills:

Leadership – ability to organise and carry out demonstrations and run field days.
Communication – ability to communicate coherently and undestably with customers, colleagues, influencers, etc
Team work - ability to contribute to sales team and operate cross functionally.
Strategic thinking – Regular and critical sales analysis, always looking for competitive edge in the long and short term.
Delivery / performance orientation.
Self motivated. Able to work in isolation & with minimum supervision.
Critical Experience:

Previous experience in Agrochemical/Farm Input sales and or farm management environment or similar industry.
Relevant business experience in local environment is critical