Function
This job falls within the framework of the company development strategy defined by the Sales Department, in accordance with the general policy of the company.
Main Goal
The job involves the assistance of the Area Sales Manager in:
- Coordinating the launch of new varieties,
- Managing the range of products and supporting sales actions,
- Monitoring the market,
- Challenging forecasts for new varieties,
- Leading the development actions of the distributors.
- Making proposals to implement actions when needed (distribution, price, margin,…)
Job description
- GENERAL MISSION
He/She will have to evaluate products and to participate to their commercial launch with the contribution of the distributor.
- SPECIFIC ACTIVITIES
- GENERAL ACTIVITIES
He/She will assist the Area Sales Manager for the following activities:
- To give the necessary information to the Area Sales Manager to establish the 5 years Development Mid-term plan for the subsequent years and fill in the plan for his own area. To help him to establish the forecast (for each distributor in terms of volume, quality and timelines), for the first year of sales, of the new varieties that are in DV1 and DV2 phase.
- To define the Trial Strategy & Trial Plan, schedule, coordinate the implementation of the development trials DV1 and DV2 (+T3 in the areas where the company have employees) with each distributor with the following objectives:
- to judge the agronomic performance and the adaptability of a variety in comparison to leading varieties within the market,
- to evaluate the adaptability of the variety with respect to the target distribution and consumption chains,
- to start the identification of the competitive advantages, the selling points and the hurdles to overcome.
- To allocate the availability of seed samples of each variety for the development trials within its area & segment.
- To carry out and update market research studies (segmentation, analysis of the competition, tracking and identification of the dynamic forces that drive change). To continuously improve the knowledge of the market by type of client with the objective of contributing to the development of business plans and strategic plans.
- According to the positioning given by the marketing, to develop the selling points at the local level.
- CONTRIBUTORY ACTIVITIES
- To feedback its manager on specific information before NPI meetings
- To collaborate with ASM & distributors for all Launching Plans and promotional events and actions.
- To implement with the distributors the cobranding action plan
- To implement and follow T3 trials to collaborate with research activity.
3. MANAGERIAL HIERARCHY AND COLLABORATIVE RELATIONS
- IMMEDIATE SUPERIOR / AUTONOMY
He/She will report to his manager, #Manager job title, who will provide support in the event of difficulties and during special events. The manager will also provide assistance in making decisions. He/She will have autonomy to perform specific duties with flexibility, as delegated by the management.
- INTERFACE / OPERATIONAL CONTACTS
He/She will mainly work in close collaboration with:
- Product managers and the marketing department of the BU,
- Crop specialists (if any).
He/She will work closely with external customers, official and technical bodies and all service providers that may be required.
4.ASSESSMENT CRITERIA FOR EXPECTED RESULTS
- QUANTITATIVE
These are set during the annual interview in line with the KPIs used by the sales management regarding growth.
- QUALITATIVE
These are set during the annual interview in line with the KPIs used by the sales management regarding growth.
- CONTROL FREQUENCY AND RESOURCES
At least once a year, during the annual interview, and periodically according to the reporting/ monitoring dashboard used by the sales department.
Specific Characteristics of the role
- KNOWLEDGE REQUIRED
- Listening to customer,
- Technical knowledge of the field and the plant seed business,
- Knowledge of the market and the customers,
- Regulation (registration, protection) and legislation,
- Knowledge of the IT tools and applications used in the business,
- Languages: English is essential.
Competencies & Skills :
- Education
- Bachelor degree acronomy, saales, Business, marketing or similar
- PROFESSIONAL ABILITIES
- Ensuring customer relationship,
- Organization, planning, priority management and coordination,
- Analysis and synthesis,
- Leadership, team spirit,
- Commercial spirit,
- Professional autonomy and mobility,
- Thoroughness and reliability,
- Pro-activeness.
- PERSONALITY
- Responsive,
- Openness,
- Positive attitude.