Regional Sales Manager - Crop Protection and Plant Nutrition

SUMMARY:

An established manufacturer and distributor of agrochemicals is seeking the above to manage a team of Crop Advisors in the respective region with the aim to grow the existing client base, and meet forecast and budget objectives, by developing the team through motivation, counselling, skills development and product knowledge development.

POSITION INFO:

Minimum requirements for the role:

• Must have a B.Sc. in Agriculture or similar
• An AVCASA accreditation is essential
• Minimum of 5 years’ post-qualification experience in agrochemical sales will be required
• Sound knowledge of agrochemical production and products related to the agricultural chemical industry is important
• Must possess a proven track record to deal with difficult customers
• Good analytical skills (including budgeting and cost control) as well as sound working knowledge of Safety, Health, and Environmental practices is advantageous
• Must have good customer relationship skills and possess the ability to solve problems systematically
• Proficient inter-personal, management, communication (verbal and written) and reporting skills is essential
• Must have a valid driver’s license, have own reliable transport and be medically fit to drive

• Developing long-term sales targets and objectives for the region in alignment with overall company goals.
• Analyzing market trends, customer needs, and competitor activities to develop strategic plans for market penetration.
• Establishing and nurturing relationships with Crop Advisors, key customers, partners, and stakeholders to drive long-term business success.
• Identifying and developing strategic partnerships or alliances to expand market reach and enhance sales opportunities.
• Collaborating with product management and pricing teams to optimize offerings and pricing strategies based on market demand and competitive dynamics.
• Recruiting, training, and managing a high-performing Crop Advisor Sales Team within the region to execute sales strategies effectively.
• Tracking and analyzing sales performance metrics, managing the pipeline, and forecasting to identify areas for improvement and ensure targets are met.
• Allocating sales territories, assigning sales quotas, and optimizing territory coverage to maximize sales efficiency and effectiveness.
• Continuously refining and optimizing sales processes, tools, and methodologies to streamline operations and enhance productivity.
• Providing sales teams with the necessary resources and support to enhance their skills, knowledge, and performance.
• Developing and managing budgets for sales activities, including expenses, incentives, and investments, and allocating resources effectively to achieve desired outcomes.
• Generating regular reports on sales performance, market trends, and strategic initiatives, as well as communicating updates, insights, and recommendations to senior management and other stakeholders.
• Forecasting and maintaining accurate stock levels, providing influential input into new developments for the market, promoting new developments and technology from the Division, and assessing the appropriateness of use by the customer.
• Maintaining acceptable debtor days, growing the existing client base, and meeting forecast and budget objectives.
• Completing annual sales budgets and tracking sales performance.
• Evaluating sales figures for the respective region on a monthly basis.
• Maintaining acceptable pricing and margins.
• Ensuring focus is being kept on the company’s NuWay approach at all times.
• Ensuring that Crop Advisor training is aligning with the company’s strategic direction.
• Ensuring stability is being maintained in the region’s sales force while upholding discipline.
• Obtaining profitable results through the Sales Team by continuously developing the team through motivation, counselling, skills development, and product knowledge enhancement.
• Informing the Head of National Sales and Commercial of ongoing sales trends and competitive activity (new and existing) with regard to pricing, new products, placement, promotional strategies, new plants, etc., and recommending activities that are promoting sales and profit in line with goals.
• Monitoring market changes and keeping the Head of National Sales and Commercial updated.
• Resolving customer complaints regarding sales and service.