Syngenta hiring Head of Sales - East Africa in Nairobi City, Kenya

Job Description

Role Profile

To lead and deliver the East Africa Countries team and business (KE, TZ, UG, RW, BU) as per 5 year plan.
To contribute to the development of the business strategy and ensure as a member of the country management team it is delivered in line with agreed business targets and timelines
Manage customer relationships to gain a deeper understanding of their business and business needs to enable development of customized value offers that build a successful and sustainable business partnership.
Work with the Commercial Operations & Marketing teams to implement the agreed customer strategy, monitor effectiveness and adjust as required, to ensure marketing and sales targets are achieved.
To achieve agreed sales targets in accordance with the BA strategy and objectives.

Accountabilities

To define the CP strategy including sales plans, targets and expense budgets; working in close collaboration with the Commercial Ops team
To implement agreed sales & budget plans and ensure that targeted market share is achieved.
To assume responsibility for realising the required growth of the business in East Africa with due consideration/assessment/management of all (financial) risks involved.
Works within the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values
To fully understand market evolutions & key competitors’ offers, adjusting our GTM and/or developing new sales strategy accordingly
To define channel strategy, review channels’ capabilities and role within the value chain to customer and regularly review our pool of channels partners based on agreed criteria
Act as key contact / interface for all Syngenta businesses to customer.
To successfully lead the sales team, developing a growth mindset, ensuring trainings & growth opportunities for all
To ensure sales teams develop close customer relationships & are strongly accountable for their sales
To work closely with marketing, Commercial Operations & other functions to ensure appropriate customer segmentation and appropriate value offers are communicated as part of the field support programme.
To overview sales budgeting and product forecasting
Works in compliance with commercial policy of the country, HSE requirements, local legislation and competition law.

Qualifications

Knowledge, Skills and Experience

Critical Experience And Knowledge

Extensive knowledge of the Eastern Africa agricultural sales environment, sales techniques and approaches
Strong people management and leadership skills
Language skills - must have excellent language skills of Swahili and English.
Key sales management skills; strong understanding of customer needs, structure and business drivers
Understanding of the agricultural competitive environment
Education level of undergraduate in BSc. Agriculture as a minimum

Critical Leadership Capabilities And Skills

Sets ambitious business goals and demonstrates a high degree of ownership of agreed goals
Communicates with impact
Manages for performance and demonstrates a high degree of ownership
Strategic thinking and a good team player
Leadership – ability to lead, coach, drive and motivate individuals, teams and customers
Business delivery orientation
Develops people, organization and self
Focuses on customers

Additional Information

Critical Success Factors in the First 6 months

Finalize & implement the new channel strategy in Kenya, ensuring minimal business disturbance and a positive communication on the ground
Create a sustainable and profitable relationship with our channel
Deliver on the BA targets
Working closely with other functions, to review and implement the sales strategy (sales team organization, customers segmentation & targeting, sales KPIs)
Develop, motivate and mentor the sales team
Relationships developed with key stakeholders in the crop protection and seed business
Support design of systematic ways of collecting grower/ channel data