Job Description
ADAMA is one of the world's leading crop protection companies, helping farmers grow more by offering effective solutions against weeds, pests, and diseases. With a presence in over 100 countries, we combine global expertise with local insights to make farming more productive and sustainable.
At ADAMA, we don't just offer jobs we build careers. We value diverse experiences, fresh thinking, and a collaborative mindset. If you're passionate about making a real impact in the world of agriculture and want to grow with a company that invests in its people, you'll feel right at home here.
Role : - Head of Sales
Experience: - 15-20 Years of sales experience, both B2C and B2B is preferable
Employment: - Full Time
Work Location: - Bangkok
Reporting Manager:- CEO
The role holder will lead a team of the Direct Sales and Industrial Business Sales and EBIT of the country. It also includes the channel strategy implementation of the country on both Direct Sales and Industrial Business in order to grow the business in short and long term with sustainable manner. Sales team management is very crucial for this role in boosting morale and motivation to maximize potential capabilities of the sales team.
Responsibilities
Key Responsibilities:
Strategic
- Develop annual sales plan and budgets for the assigned sales region and territory
- Provide accurate sales forecasts / actual sales data to supply chain to maintain optimal inventory level
- Devise appropriate strategies & initiatives for achievement of target sales for the region.
- Collaborate with marketing managers to identify new strategic and implementation crop segment/geographies/ Go-to-Market /Value innovation strategy for long term sustained growth
- Provide required inputs and support to Marketing managers for conducting demand generation activities like demonstrations, group farmer meetings, etc.
- Advise and provide inputs to Marketing Teams on pre-launches of new products and for establishing ADAMA as a preferred brand amongst different customer segments
- Grow business in the assigned BU by evaluating and appointing of new dealers / distributors in the BU with inputs from the regional and territory in charges.
- Expand the retail distribution and big farm/key opinion leader coverage in the focus strategic crop segments.
Operational
Sales & Operations Management
- Review and ensure compliance to sales and dealer processes in the BU, as per procedure
- Work with Regional Managers to resolve resource & budget constraints in the assigned BU.
- Ensure effective implementation of demand generation activities and product training programs for existing products in the BU. Responsible for evaluation of dealer performance and provide necessary feedback for course
- Resolve escalated dealer issues and credit related issues
- Ensure resolution of inventory and stock availability issues
- Organize sales review performance meetings of the team and drive corrective actions in order to meet planned targets and resolve any issues faced.
Compliances
- Ensure compliance and ethical practice & organization policies including safety, health, environment in the team
Customer Complaints Management
- Accountable for promptly report of customer complaints and cascade to the respective functions and revert back to customers on progress and solutions.
Financial
- Ensure achievement of planned sales and collection targets against WP
- Achieve planned institutional sales targets.
- Review and ensure adherence to the channel rebates and promotion campaign proposal, including the clearance of each campaigns transparently and on time.
- Accountable for the transparent campaign implementation in the channel and grower level.
People
- Review team performance and provide necessary feedback to meet assigned targets.
- Mentor the team to achieve the planned targets and provide support on professional and individual development.
- Review and ensure adherence to initiatives identified for career development of team members
- Identify High Potential team members, and drives their Individual Development Plan execution in collaboration with HR
Desired Candidate Profile
- Qualification: B.Sc. (Agri and M.Sc. (Agri) / MBA
- Experience: 15 to 20 years experience in sales of Agricultural
- Competencies:
- Communicates effectively - both verbal and non-verbal
- Possesses excellent business acumen and creates competitive advantage through technical knowledge, market and customer knowledge.
- Able to get along with people and build long term relationships; possesses excellent interpersonal skills
- Effectively plans, prioritizes and accomplishes the goal
- Effectively influences all stake holders (team, channel partners, etc.)
- Effectively leads and motivates the team towards superior performance
- Looks for ways to optimize cost in all initiatives; displays and drives cost efficiency in the team
- Drives strong adherence to systems and processes
- Is highly Customer focused - Understands and proactively addresses customer needs
- Possesses good negotiation skills
