Context/Scope

The Regional Sales Manager, Dalian – South China is responsible for leading and developing the commercial business within the assigned region and crop portfolio. The role has full accountability for regional sales performance, Customer development, commercial execution, sales team management and achievement of agreed sales, margin and collection objectives.
Working closely with Product Development, Marketing, Customer Service, Supply Chain and Finance, the Regional Sales Manager translates the Vilmorin-Mikado China Business Plan and VMK 2030 Roadmap into clear regional priorities and execution plans, while continuously strengthening market coverage, customer relationships and organizational capabilities.

Main Goal

• Develops and implements the commercial strategy to increase market share and presence of VILMORIN MIKADO range of products and brand in the market.
• Animates, leads, develops and motivates the sales team focusing on commercial excellence.
• Cooperating with the general management, contributes increasing product range, optimize stock management, improves the “go to market”, looks for new markets, shortens the payment days and guarantees SUB profitability levels.

Job description

• Definition of the commercial strategy as well as short/medium- and long-term goals.
• Participation in a pro - active way to the BUSINESS PLAN elaboration.
• Definition of the annual pricing positioning.
• Definition of the annual sales budget and participates in S&OP process.
• Definition and implementation of the accurate “go to market” approach of each crop and sales area.
• Follow up payment terms policy and ensure fulfilment by customers proposing concrete actions in case of delay on payments.
• Motivation and animation of the sales team activity.
• Definition of annual goals of the sales team.
• Definition of customer split by sales team members.
• Follow up sales team activity ensuring fulfilment of sales team goals, including Updating CRM with market information, customer summary reports, customer contact data, and other reliable information of customers & market.
• Validation of forecasting sales figure “INTER S&OP” through Forecasting tool.
• Definition and implementation of commercial promotions.
• Definition and control of annual expenses budget of the sales team.
• Be updated on market information and transmission of market trends to the main internal stakeholders.
• Monthly activity report
• Direct sales management of Key Accounts
• Direct responsibility or supervision of specific business

Contributes to

• The purchase activity as well as cooperates with Customer Service in stock management.
• Definition of training and development needs for the sales team.
• Successful DV activity ensuring close cooperation with the teams in the introduction of new varieties processes in the market.
• Implementation of any given useful tool for commercial activity.
• The communication policy in case of sanitary problems.
• Participation on SUB Management Committee upon request
• Customers complain/claim settlement process

Skills and Experience

• Education
  • Bachelor’s degree or above in Agronomic, Marketing & Sales & Management
• Experience
  • 8 - 10 years of solid experience in sales and commercial management, preferably within seed/agriculture related industry
  • At least 5 years experience in team management 
  • Demonstrated experience in managing customer and distributors, Previous experience leading and developing a sales team is strongly preferred.
• Languages
  • Good working proficiency in English, both written and spoken
  • Fluent in Chinese and good writing skills

• Competencies
  • Strong commercial and business acumen
  • Customer and market orientation
  • Strong Sales and negotiation capability
  • Ability to translate strategy into clear priorities and execution
  • Strong analytical, planning and organizational skills
  • Ability to lead, coach and develop people
  • Strong communications and stakeholder-management skills
  • Result orientation and accountability.
  • Proficient in MS Office

• Personal behaviour

• • Ability to manage confidentiality
  • Professionalism and self-reliance
  • Customer-oriented
  • Diplomacy, agility, and good intrapersonal skills
  • Rigor, methodology, responsiveness, and versatility.
  • Ability to manage priorities.
  • Work in project mode.
  • Innovation spirit, creativity, curiosity, to be a source of new ideas.
  • Team spirit, enthusiasm, and positive attitude

Reporting and Cooperation Links

• Reports to Sub Manager
• Main Internal stakeholders are Sub Manager, Unit Managers, Customer Service, Product Development Manager, G&A Manager, Sales team, Marketing (PM) and supply chain
• Main External Stakeholders are customer decision makers, customer technical managers, plant raisers, cooperatives, and main distributors of the perimeter.