Key Account Manager Downstream

DOWNSTREAM BUSINESS MANAGER

Scope: Be accountable for developing the Seed Applied Technology strategy downstream, for external business, and cascade it to the countries. Manage portfolio lifecycle, new business partnerships, and Demand Reviews.

Purpose of the role: Be the guardian of the SAT downstream strategy, ensuring that it is being implemented at customer/country level. Provide market intel, technical support, portfolio clarity and numbers commitment to the Commercial SAT organization. Challenge the status quo and ensure alignment of the business plan. Monitor budget expenses and define A&P priorities.

Responsibilities

·       Create, support and cascade the SAT downstream strategy to the commercial / country teams.

·       Develop contacts and strong regular relationship management at all decision-making/decision influencing levels with key countries, aligned with global guidance.

·       Drive long-term relations, market share, and increase loyalty to Brand and Corteva services.

·       Develop new partnerships with future/current suppliers

·       Work together with the Marketing leader to manage the mid and long term portfolio.

·       Uses extensive knowledge of customers’ total needs and product offerings to form account strategies and promote long-term value creation.

·       Indirectly lead and coordinate external seeds marketing/sales teams across Commercial Units territories to achieve SAT goals.

·       Drive “value selling” approaches through customized solution deployment.

·       Perform market evaluation: segment exploration, market assessment, opportunity identification, market potential and attractiveness evaluations.

·       Ensure proper product stewardship and compliance with EH&S, sales processes, and company policies. Drive the best safety and internal policy practices by self-example.

·       Coach others on identifying and delivering a total customer solution (value and technical standpoint).

·       Build efficient working relations with different functions within the company to ensure efficient 
cooperation regarding commercial operations.

·       Be the guardian of the strategy execution and the processes implementation inside the company.

·       Support the SAT A&P prioritization in the countries.

·       Support the main SAT events: Euroseeds and ISF.

·       Be the link between SAT and Market Intel team

·       Be the Downstream Focal Point for all the commercial units

• • Support the downstream sales: be the sales focal point for all the countries regarding downstream market.

Requirements

·       Higher degree in agronomy, economics, business, marketing, or related area.

·       At least 8-10 years of experience in sales management in the agriculture industry.

·       Knowledge of the agricultural market specifics, products, seed industry, CPP would be a significant advantage.

·       Cross-country sales experience would be an advantage.

·       Team leadership experience would be an advantage.

·       Strong Marketing knowledge

·       Product Management skills

·       Strong Interpersonal skills.

·       Organizational skills, sense of accuracy.

·       Strong result orientation.

·       Autonomy, proactivity.

·       Sense of commitment and responsibility.

·       Stress resistance.

·       Strong communication and presentation skills; previous coaching/training experience considered as a plus.

·       Conflict resolution experience.

·       Fluent English is a must, besides key business partners local languages. French and German are a great plus.

Key Stakeholders and Interactions 

·       Internal: Regional SAT Leader, Commercial Unit leadership team (Commercial Unit Lead, Country Lead, Marketing Lead), Supply Seeds, Supply CP, Regional Seeds Team, Regulatory Team, CSAT Team, R&D, Commercial SAT Team)

Key scorecard 

·       Product growth / Downstream net Sales / Product awareness / Market Share / Margin

·       Customer satisfaction (through Net Promoter Score)

THIS PROFILE WILL BE ENROLLED IN THE PERFORMANCE RELATED PAY (PRP)

Revenue expected in 5 years: $40M

Corteva Agriscience is an equal opportunity employer. We are committed to embracing our differences to enrich lives, advance innovation, and boost company performance. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, military or veteran status, pregnancy related conditions (including pregnancy, childbirth, or related medical conditions), disability or any other protected status in accordance with federal, state, or local laws.