Commercial Manager Crop Protection, Centurion

One of the top global crop protection companies is seeking a senior and experienced Crop Protection Professional to manage a team of salespeople as well as handle major Key Accounts.

Minimum requirements for the role:

• MUST have a technical or commercial tertiary qualification
• MUST have previous experience within the crop protection industry
• Ideally previous sales management experience
• Some experience on Pasture crops would be an added benefit
• Previous experience within a multi-national company would be preferred
• Must be willing to be based in Gauteng

The successful candidate will be responsible for:

• Managing Technical Sales Representative's performance through the establishment, communication and clarification of expectations and goals.
• Holding individuals accountable for meeting established performance standards.
• Coaching sales team to enhance selling activity, differentiate products and services and build relationships.
• Calling on agents and customers with Sales Representatives.
• Serving as a role model, teacher and coach to the team, demonstrating sales skills and customer responsiveness.
• Identifying key agents and prospect opportunities and establishing a plan to capitalise on these opportunities with Sales Representatives.
• Managing assigned Key Accounts at a national level.
• Tracking sales on a monthly basis to ensure targets are achieved by distributors.
• Managing distributors not assigned as a Key Account at regional level, but as a Key Account at national level.
• Direct selling to assigned accounts by working closely with management and buyers of assigned accounts which includes developing and maintaining the relationship and servicing the account.
• Maintaining a thorough agronomic and technical knowledge of products and services.
• Supporting Technical Sales Representatives in handling customer complaints, ensuring to resolve them.
• Continually evaluating Technical Sales Representatives performance and identifying gaps for improvement.
• Working closely with the Sales Effectiveness team to ensure training is done to close any gaps in the sales performance.
• Setting the example to the team by implementing the behaviours and values of the company to ensure the culture is entrenched in the team.
• Ensuring brand is built through involvement in industry forums and organizations.
• Developing a territory plan to clearly set the goals and targets by distributor to be able to communicate the regional strategy and to track performance throughout the year to achieve annual targets.
• Planning and running monthly sales meetings and following up on actions with Sales Representatives in the regions to give timely feedback on market conditions, opportunities and risks.
• Providing feedback on sales and tracking of monthly sales during the local demand review.
• Setting sales targets and tactical plans with each Sales Representative for assigned distributor agents and prospects.
• Growing market share in row crops, defending and growing market share in high value crops.
• Understanding customer needs and providing feedback to the organisation on product performance, program effectiveness and competitive activity.
• Suggesting improvements or alternative tactics to help achieve district and area goals.
• Continuously developing professionally by remaining current with new technologies, management innovations and sales management developments.