Area Sales Manager

Há 6 dias

Rio Grande do Sul, Brasil Corteva Tempo inteiro

Corteva Agriscience, a global leader in agriculture, is seeking a highly skilled Area Sales Manager to join our team. As a key member of our sales team, you will be responsible for managing existing customers, fostering relationships with business partners, and driving profitable growth in assigned geography.

Key Responsibilities:

  • Sales accountability for $5 to $50 million per year at complex strategic accounts
  • Customer and market related activities: strategic account management, relationship building, contract negotiations, competitive analysis, profitability analysis
  • Overall market evaluation: segment exploration, market assessment, opportunity identification, market potential and attractiveness evaluations
  • Use extensive knowledge of customers' total needs and product offerings to form account strategies and promote long term value creation
  • Manage multiple platform sales (row crops, seeds, pastures, CP etc.) when applicable and drive the implementation of strategic plans with sellers/FRA responsible for different branch offices where decision makers are located
  • Coordinate commercial and cross-functional activities to allow customer and business success; establish and maintain both internal and external customer focus by initiating and utilizing joint customer teams
  • Forecasting, aligning internal departments such as other sellers serving the customer
  • Articulating a deep, abiding belief that customer and internal sellers drive business strategy
  • Constantly seek to understand influences on current customer/consumer needs
  • Pull the right business levers (e.g. price, volume, growth) in order to increase margins
  • Anticipate questions/obstacles and develop possible answers and options to increase results, profitability and customer satisfaction
  • Finding common ground and aims for win-win outcomes
  • Building a sales opportunity pipeline by discovering unarticulated needs
  • Encouraging cross-selling opportunities from different segments
  • Accountable for achieving sales, profitability (std. margin) and expenses customers plans
  • Accountable for managing credit risk and on-time collection for his customers: credit matrix development and credit composition in collaboration with CFS
  • Ensuring proper product stewardship and compliance with EH&S, sales processes and company policies
  • Coaching others on identifying and delivering a total customer solution
  • Developing contacts and strong relationships at senior management level with key accounts
  • Conducting fluent and assertive communications with key stakeholders (SM, Franchising Managers, Marketing Specialists, Credit Analysts, etc), pursuing internal engagement and alignment on action plans to address customer needs and generating profitable growth

Supervise:

Direct: Area Sales Manager could have sales reps or contractors as direct reports

Reports to: Country Leader or Country Sales Leader

Key Stakeholders and Interactions:

Internal: Country leadership team, Country sales team, CSR, Finance marketing, RD

External: Customers, business partners

Key scorecard includes: Sales, Profit, DSO, Forecasting, Share of wallet, Customer satisfaction, Quality metrics

Geography: Northern Serbia (exact area to be defined)

Qualifications:

To Grow What Matters, You Will Need:

  • University education in Agronomy or field related
  • At least 5 years of experience in sales in the agricultural industry
  • Dedicated and commercial mindset with ability to identify opportunities and think out the box to achieve the planned results
  • Good communication skills and ability to inspire others
  • Ability to have several projects running at the same time and to prioritize effectively
  • Fluency in both Serbian and English

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