Key Account Manager - Vegetable Seeds

SUMMARY:

An international seed producer is seeking the above to be commercially responsible for key clients as the first point of contact, taking into account the commercial strategy of the company, to fulfil clients’ needs and realise profitable growth.

POSITION INFO:

Minimum requirements for the role:

• Must have a relevant tertiary qualification (University Degree)
• Minimum 7-10 years' relevant work experience in sales and account management in an international environment
• Must have horticultural industry knowledge and/or experience
• Proven project and process management skills
• Influence and persuasion to lead and manage diverse client teams (functionally)
• Excellent verbal, written and visual/presentation communication skills
• Cross-functional ability to work effectively in a matrix organisation with strong networking skills to build relationships, create alignment, and connect people across functions
• Effective value selling and negotiation skills
• Must have an overall understanding of digital services and general knowledge of CRM systems
• Fluency in English (Read, Write, Speak)
• Must have a valid driver's license and be willing to travel frequently (both domestic and international)

• Knowing the position of the client(s) in the chain and understanding the landscape in which they operate.
• Acquiring client information to identify and understand client needs.
• Identifying potential growth opportunities.
• Creating global/local long-term strategies (5 years) per client, considering input from the commercial organization (e.g. Client Managers Chain, Sales Representatives, Crop Specialists, and Crop Coordinators).
• Translating the strategy into a concrete client plan supported by data.
• Reviewing the client plan with the Business Manager / Managing Director / Sales Manager to discuss the client strategy.
• Having final responsibility for the execution and implementation of the actions in the client plan.
• Composing and leading (functionally) the (international) client team of at least 3 colleagues in the creation and execution of the client strategy.
• Supporting and motivating colleagues in the Client Team and stimulating good cooperation and knowledge sharing.
• Being the first point of contact for the client and introducing the right specialists at the right time (e.g. Crop Specialist, Marketing Specialist, Client Manager Chain).
• Identifying and developing relationships with key decision makers of the client at all levels.
• Working across the company to create customized solutions (products and services) to fulfil client needs.
• Identifying strategic partnership opportunities (focusing on long-term strategic relationships) beyond transactional sales.
• Being accountable for results, identifying sales opportunities, and reporting activities of the competition.
• Making the value of the proposition explicit (value selling).
• Preparing, strategizing, and executing effective negotiations of total package deals in agreement with the Crop, Client, and Country teams.
• Being responsible for the collection of overdue payments.
• Dealing promptly with potential complaints.
• Reporting and analyzing by using company systems and tools for effective international operations.
• Storing client information centrally (CRM) to enable easy access to data.
• Analyzing client information (QlikSense) to retrieve valuable insights.
• Providing timely sales forecasts per variety for accurate seed production planning (Sales Planning).
• Proactively contributing to the development of digital services.
• Supporting clients in using digital purchases and services.
• Proactively identifying digital needs of clients and translating them into internal development requests.
• Introducing new digital services and strategies to clients in line with their needs.
• Aligning online and offline sales and marketing activities (omnichannel approach).