Sales Representative at Monsanto Company

Job description

Key Relationships

External:

Farmer customers, Stakeholders and Distribution channels

Internal:

Cross Functional with focus on Marketing, TD, HR, Finance, Supply chain and IT.

Main Purpose Of Job

• Create demand for DEKALB varieties amongst customers and add value to the DEKALB brand.
• Collaborate with business plan development and execute operational strategy for the sales region.
• Meet business goals and working to achieve long term growth of the DEKALB varieties and value added products.
• Drive the growth of Monsanto’s business within sales region.

RESPONSIBIILITIES

• Develop, execute, and continuously improve a regional operational plan for sales that increases customer engagement, DEKALB market share, and profitability.
• Deliver on budget and forecast with >95% accuracy.
• Research and understand the needs of the customer and provide an oversight on prospective business opportunities to increase sales and product/system adoption.
• Understand competitor activities and mitigate.
• Maintain a thorough agronomic and technical knowledge of products in the various market segments.
• Categorize and prioritize customers per RADL methodology and implement touch point programs.
• Ensuring execution of marketing promotions, merchandizing support in distribution channels, strategic communication and marketing programs as per strategy.
• Establish the necessary agronomic trials to effectively demonstrate the value of our products and the agronomic practices needed to maximize profitability and minimize risk.
• Work with the TD team in the areas of pre-commercial trials, hybrid advancement, product training, complaint handling, agronomic interventions and interface with external stakeholders.
• Maintain and develop relationship with the customer’s full accountabilities of money collection from the customers on time and be proactive in early money collection.
• Provide input and be participatory towards periodic marketing activities like market situation, surveys, feedback and intelligence about price, competition, channel, customer and stakeholders.
• Execute key FTO initiatives in the region along with corporate engagement team, as required.
• Ensure stewardship guidelines are communicated and implemented by customers.
• Be compliant to all policies, procedures and processes.

Sales Competencies Required

• Account Planning.
• Product, Portfolio and Agronomic Knowledge.
• Digital Tools and Analytics.
• Sales Effectiveness.

Personal Skills Required

• Results focused.
• Customer focused.
• Strong communication and negotiation skills.
• Enjoys working in a team.
• Able to work with autonomy and willing to travel intensively on business (80% of the time).
• Able to prioritize.
• Assertive and takes initiative to make things happen.
• Technical skills.
• Valid driver’s license and experience.

Education And Experience

• Bachelor’s degree in Agriculture or related field .
• A master’s degree will be an added advantage.
• Work Experience: 3+ years’ sales/ account management experience, with at least 18 months in the agricultural industry.
• Microsoft software (Word, Excel, Powerpoint)
• Should be willing to relocate if required.

Execute – Fulfill (Selling – Customer & Non Customer Facing)

• Provide first-line of account service support (e.g., agronomic inquires, issues and claims resolution) [NCF/CF]
• Manage order-to-cash efficiently to maintain positive relationship with Dealers and targeted Growers (e.g., early orders, cancellations, payments, tracking orders etc.) [NCF/CF]
• Track Account Plans execution thru the Global Sales Portal tool and provide monthly sales forecast [NCF]
• Keep updated account data in Global Sales Portal (e.g., Monsanto and Brand % share of market, sales performance, market funding) [IA]