Account Development Representative (Syngenta) - Employment, career opportunity in USA

Job Title:   Account Development Representative - NE Job - #2456802A6
Location: - (Kearney, Nebraska, Mid-West United States, USA)
Organisation: Syngenta
Deadline : 28th Sept  2013
Job Type: Full Time
Minimum Years Experience Required: N/A
Salary: Competitive


Division: Commercial
Function: Sales
City: Kearney
State/Province: Nebraska [NE]
Country: United States [US]
Position Title: Account Development Representative - NE
Job ID: 3872

Role Purpose/Accountabilities:
Role purpose:

Provide leadership & oversight to the Customer Unit Recruitment Team in their efforts of recruitment and expansion of the distribution channel through growth in number of independent Seed Advisors in order to achieve profitable growth and create an industry leading and sustainable position for Syngenta.

- Collaborate and achieve agreed channel development targets in accordance with the strategies and objectives set for the Commercial Unit
- Responsible to qualify & approve leads from prospecting efforts from Sales Representatives
- Collaborate with the Commercial Unit Head and other functional teams to liberate the potential of the Field Force and the development of Channel development marketing campaigns
- Actively participate on the Commercial Unit Leadership Team to enable the Leadership Model and implement organizational change required to deliver the business strategy
- Aide in creation of the Seed Advisor model/ Preview Seed Advisor contracts for accuracy and viability
- Business and strategic planning, develop/implement overall business plan with Elite Seed Advisor's management including a minimum of quarterly reviews
- Lead planning/activates with the dealer channel District Manager(s) in alignment with the Commercial Unit Go to Market Channel strategies
- Collaborate with the retail and out licensing channels regarding footprint and strategy impact of seed advisor candidates, ensuring the commercial rules of engagement are followed.

Dimensions:

- Financial.
- People: No of direct reports: 0, No of indirect reports: 0
- Geographic Scope: No of States 1-3
- Achievement of forecasting: >80%

Accountabilities:
- Responsible for ADL operational budget, variable expenses, and marketing funds (SA Contracts, Draw Agreements, BAA's); manage with Resource Allocation Tool, and weekly recruitment phasing outlook (LO).
- Development of strategic plans and business plans with analysis of Elite Seed Advisors
- Contribute to the Go to Market and Channel strategies for the Commercial Unit
- Collaborate in Development of Channel development plans to deliver the Commercial Unit Business Plan
- Responsible to qualify & approve leads from prospecting efforts from Sales Representatives
- Define sales targets and planted on ground (POG) targets based on new Seed Advisors within strategy and business plans of the Customer Unit
- Influence and develop business plans with the management of the Elite Seed Advisor and coordinate with District Manager and local Sales Representatives to implement the business plan
- Ensure Channel development operations are executed and aligned with the Syngenta Business strategy
- Measure Seed Advisor sales performance and develop corrective/improvement actions. Map knowledge and skill set of Channel against current and future strategies

Overarching accountabilities:

- Work closely with the Customer Units to ensure that appropriate customer segmentation exists and appropriate offers are defined and delivered.
- Actively Coach and develop the Sales Representative Team in alignment with the strategy, business plan, MaSE, Leadership model, and commercial policy.
- Reinforce that all relevant Syngenta processes and policies are well understood and implemented by the Account Development Team and, where necessary, by customers.
- Reinforce compliance with commercial policy of the Commercial Unit, HSE requirements, local legislation and competition law with the Sales Team.
- Promote the image of Syngenta with industrial associations and all relevant institutional entities.

Transition accountabilities:

- Develop a locally tailored Channel development structure and participate in the appointment process within given global guidelines.
- Actively coach the Sales Representative team through the organizational change and learning required to deliver the Syngenta Strategy and Commercial Unit business Plan.
- Work with colleagues within the Commercial Unit and other functional areas to develop effective ways of working that enables the Sales Team
- Actively support the Sales Team with the communication of our New Strategy with customers


Knowledge, Skills & Experience:

Critical knowledge: :

- Strategic Sales Management and Change Management experience
- Field Marketing and Campaign Management development and implementation experience
- Business Analytical and Planning skills related to sales management
- Ability to work well in a matrix and influence external and internal stakeholders

Critical experience:

- Minimum education requirement:
- BA/BS in Ag science or BA/BS is non-Ag discipline with significant industry background
- A minimum 5 years in Sales and/or Sales Management
- Strong sense of customer focuses and demonstrates excellent sales and negotiations skills.
- Demonstrated Sales Management (hiring, deployment, development)
- Demonstrated Leadership Experience
- Demonstrated work/life balance and the ability to coach others in this area

Critical technical, professional and personal capabilities:

- Deep knowledge of the Agriculture industry at the field level
- Demonstrated ability to Lead Change
- Strong customer orientation as demonstrated
- Accomplishments in redelivering results during times of major change

Critical leadership capabilities:

- Lead through ambiguity
- Collaborates across functional areas
- Focuses on customers
- Drive For Results and Create Edge
- Liberating Potential of Individuals and Teams

Critical Success Factors & Key Challenges:
- Excellence in co-developing sales plans and implementing them with excellence
- Working across the matrix with success in terms of sales plan implementation is critical
- Leading, coaching and mentoring of the team is a must
- Transparency in communications across channels.


Additional Information:

- Travel Requirements - 60% -80%
- Ability to work on virtual teams
- All applicants must be eligible to work in the US.

Innovations:

- Employee may, as part of his/her role and maybe through multifunctional teams, participates in the creation and design of innovative solutions. In this context, Employee may contribute to inventions, designs, other work product, including know-how, copyrights, software, innovations, solutions, and other intellectual assets.

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