Sales Manager

• Identify new areas of growth, evaluate alternate business models to drive future growth
• Manage Sales Fixed Costs and Business Quality thru’ optimizing Sales Collections
• Lead and motivate the Sales team to execute sales campaigns & Business delivery in accordance with the Sales Execution Strategy
• Contribute and adhere to the RCA Seed commercial policies and pricing structures
• Explore alternate distribution models by Identifying opportunities with strategic dealers
• Collaborate with Key stakeholders (Accounts, Farms and R&D)
• Act as a single contact point for Monthly Sales Outlooks, Sales & Operations Plans, Year End Estimates, Sales Execution Strategy and People related matters for alignment in line with overall Business aspirations under the direction of company leadership
• Enable and Coach the sales team
• Develop and maintain a high-performing Sales organization

Accountabilities

• Holistic ownership of the Country Sales Objectives
• Including commercial performance, customer experience, team engagement, external stakeholder commitments
• Create and execute plan for business delivery
• Focus on sales, profitability, collections, market share
• De-risk business through contingency plans and new opportunities
• Monitor and drive performances of Channel partners (Farmers, Dealers)
• Evaluate, assess and expand the RCA Seed network
• Strong rigor in scale up of New Products through Post Season activity drive and channel engagement in selected blocks
• Lead, Coach and Motivate sales team to achieve company objectives
• Increase Business contribution and profitability through better forecasting    
• Actively manage value chain and cross-functional stakeholders
• Actively manage industry and government relationships
• Ensure Team participation to upgrade Digital Fluency
• Develop Sales and Marketing excellence throughout the RCA Seed Enterprise
• Continually assess capabilities of the Sales Team
• Identify gaps in competencies
• Develop plans to fill gaps
• Provide best-in-class Commercial training to the commercial functions to build and maintain status as trusted local expert.
• Keep track of developments in agriculture, systematically capture information and bring new innovations to farmers and dealers for a competitive advantage.

Collaborate with key stakeholders for sustainable Business growth:

• Corporate Marketing for aligning with Product, Pricing and Promotion Strategies
• Commercial Excellence team for Block strategy, Customer Insights and Channel performance metrics
• R&D and Agronomy for faster product delivery in gap segments
• Logistics teams to monitor supply and dispatch plans
• Finance teams for streamlining Business reports
• HR team for managing Team capabilities, Policies and People Processes

People Development 

• Identify talent, recruit, develop, motivate, and provide growth opportunities to team members. Develop performance management plans.
• Actively manage any performance issues within the team by regular feedback and coaching.
• Identify technical and people leaders and provide them appropriate opportunities for development and succession planning.
• Actively demonstrate RCA Seed Values and coach team members.

Qualifications 

Knowledge, Experience & Capabilities

Critical knowledge

• End-to-end Business Understanding – Commercial, Agronomy, Supply Chain, R&D
• Strategic Decision Making and Entrepreneur Mindset
• Expertise in Sales Management, People Management and Building Winning Teams
• Project management capability
• Seed business acumen - understanding of commercial, Agronomy, Logistics and Distribution
• Working knowledge of Microsoft Excel, Word, PowerPoint and Outlook.

Critical experience

• 10-15 years of Sales & Marketing experience in Agricultural or related fields
• Experience in developing teams and participation in strategic teams
• Demonstrated people management potential and coaching others to success

Critical technical, professional and personal capabilities

• Excellent organization and leadership skills
• Excellent verbal and written communication skills
• Business and Financial acumen
• Strong interpersonal communication and influencing (with or without authority) skills to work across numerous internal multidisciplinary groups, including Research, Supply chain, Production, Agronomy, Commercial, Regulatory, Intellectual property, etc.
• Self motivation and ability to travel
• Analytical and strategic skills
• Decision making skills
• Capability to acquire scientific and product knowledge.
• Customer orientation and credibility with key stakeholders.

Critical leadership capabilities

• Result Orientation thru’ Growth Mindset
• Team Leadership, Coaching and Mentoring
• Leading Change

Critical Success Factors & Key Challenges

• Develop key networks and ways of working for this role
• Effectively position the role as the key for Business Strategy & Growth initiatives

Additional Information

• Percentage of travel and meetings:   70-80%
• Working with computers: 30%
• Dealing with critical information: high