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Location: Hyderabad
Salary: Open
Sub-industry: Chemicals & Plastics
Function: Sales

Job Description

SAT Strategic Business Development Manager – Country/CU

Role: CU SAT Strategic Business Development Manager

Platform : Seed Applied Technologies with strong link between Seeds and Crop Protection platforms

Scope
• Part of Regional Team with specific focus on external seed companies at country level, may include other seeds multipliers, distributors or agro-holdings for all crops including corn & rice.
• Acts as key person establishing strategic B2B alliances and out-licensing of company’s SAT solutions in the CU
• Act as a focal point scouting for seed treatment and other future biological solutions for in-licensing as per the strategic needs defined for the country

Purpose of the role:
Develop the strategy and manage implementation of Seed Applied Technologies (SAT) business of all company’s products (Proprietary and 3rd party supply agreement) with defined Key Accounts (Seed Companies, Seeds Multipliers, Distributors, Cooperatives, Agriculture holdings) through key account management approach, demand creation through value proposition demonstration and communication and post sales follow-up. Success is measured based on revenue and margin generation through key accounts and strategic partnership/ relationship developed.

Responsibilities
SAT Marketing:
• Actively contribute to marketing strategy development on the macro-level for the country
• Perform marketing responsibilities on key crop segments exploration for seed applied technology, market assessment, customer needs, opportunity identification, market potential and attractiveness evaluations and develop business case for submission
• Lead country local product concept team within the country to drive the project timeline, build efficient working relations with different functions (IFS, Technical Service, RAS etc.) within the company to ensure efficient cooperation regarding commercial operations

Business Development/External accounts management:
• Uses extensive knowledge of customers’ total needs and product offerings to form external account strategies and promote long term value creation, coaching others on identifying and delivering a total customer solution (value and technical standpoint)
• Holding responsibility for proper identification of key accounts and achieving commercial targets of SAT business in the country
• Drive “value selling” approaches through customized solution deployment
• Developing contacts and strong regular relationship management at all decision making/decision influencing levels with key accounts, aligned with country/regional/global teams
• Drive long term relations, market share and increase of loyalty to Brand and Company’s services
• Responsible for volume forecasting in the IBP, delivering revenue, GM, Inventory management and MTO for the CU
• Responsible for managing credit risk and on-time collection for assigned customers.
• Ensuring proper product stewardship and compliance with EH&S, sales processes and company policies. Drive best safety and internal policy practices by self-example;
• Scout for SAT solutions from other seed treatment players for potential in-licensing and propose for collaborations as per the strategic direction defined in the country
• Scout for biological solutions as defined for the country/ region for in-licensing as well as out-licensing in the country/region/global level

Key Stakeholders and Interactions
• Internal: Regional SAT Leader, Commercial Unit leadership team (Commercial Unit Lead, Country Lead, Marketing Lead), Customer Technical Service, R&D/IFS, Logistics, Supply, Finance, Marketing)
• External: Senior positions of decision makers at Key Accounts, business partners (Seed Co)
Key scorecard
• Sales/Margin/DSO/Forecasting/Market Share
• Customer satisfaction (through Net Promoter Score)

Requirements

Requirements

• Bachelor’s degree in agriculture
• At least 5 years of experience in sales management in the agriculture industry
• Knowledge of the agricultural market specifics, products, seed industry, CPP would be a significant advantage
• Prior experience working in the seed treatment platform is preferred
• Team leadership experience would be an advantage
• Strong Interpersonal skills, ability to collaborate with multiple functions
• Organizational skills, sense of accuracy
• Strong result orientation
• Autonomy, proactivity & team player
• Sense of commitment and responsibility
• Strong communication and presentation skills; previous coaching/training experience considered as a plus
• Conflict resolution experience and respecting diverse opinion
• Fluent English is a must, besides country local language