Manager - Sales Management, Agricultural Solutions

OBJECTIVES OF THE POSITION

Lead the sales team Agricultural Solutions business in Vietnam in order to achieve target sale volume, pricing, margin and selling cost.

MAIN AREAS OF RESPONSIBILITIES AND KEY ACTIVITIES

Business Development:

­ - Develop, monitor the implementation of annual sales strategies, annual sales policies, sales regional plans, rebate, scheme and operating budgets at country level in Vietnam market.

­ - Manage and delivery sales annual budget.

­ - Negotiate with BU and set/ prepare agreements/ contracts with business partners in line with agreed strategies/ plan.

­ - Direct the sales activities and lead the sales operational process to develop and penetrate the market.

­ - Prospect, secure and expedite orders with existing and new accounts.

­ - Promote and support new products/ application launching.

­ - Implement sales excellence initiatives as driven and aligned with regional initiatives.

Market Intelligence:

­ - Direct & lead market intelligence studies on market trends, market share, customer needs & demands.

­ - Track competitor activities and initiate appropriate action plans.

Customer Management:

­ - Oversee and manage customer annual target signings and implementation of sales to achieve customer annual sales targets.

­ - Manage, oversee and strengthen customer national network in Vietnam.

­ - Manage team to conduct field visits, farmer meeting, product demonstration, sales consultancy to promote the products and attend to customers’ inquiries.

­ - Ensure team to provide prompt response related to quality, technical applications, inquiries, and other related issues.

-­ Conduct customers’ assessments and analyses to ensure strategic focus in the right place.

­ - Cooperate with BASF Vietnam functional teams to solve customers’ issues.

­ - Lead and coordinate customer events, customer trips for dealers, retailers and distributors.

Credit Management:

­ - Oversee and manage debt collection, account receivables for all regional sales within company guidelines.

­ - Coordinate with credit controller to define customer credit limits.

Product and Application Management:

­- Provide supports to product development & registration.

­- Develop, review and align with Business Head for product pricing structure.

­ - Continuously monitor the marketability/ performance of products to assure the matching with strategy.

­ - Support public relation and marketing communication campaign for related business.

Team Management:

­ - Plan, organize and monitor subordinates’ activities.

­ - Define development measures to develop subordinates’ competencies.

­ - Resolve discipline and handle grievance.

­ - Manage succession plan, identify talents and work with local HR to develop training courses, competency development for the team.

Compliance & Product Stewardship: ensure compliant business practices

-­ Ensure all work in the team is done in accordance with BASF Standard Operating Procedures, Stewardship and EHS Guidelines.

­- Ensure BASF and Industry Compliance Guidelines are followed and implemented; no issues detected in audits.

• Degree, preferably in Agriculture or Agricultural Business.

• Min 10 years experiences in Agriculture sales and marketing with proven leadership and business strategy development, planning and management.

• Possess good relationships with key dealer and distributors in Vietnam market.

• Experience in managing large team with minimum 20-30 staff.

• Hands on distributors/ retailer’s establishment and management.

• Broad and deep knowledge of crop protection market: technical, commercial, farming techniques, crop specific issues, etc. (DSS, DI).

• Good English and Vietnamese communication.

• Computer software skills (Microsoft Office).

• Required competencies: Drive Sustainable Solutions, Act with Entrepreneurial Drive, Demonstrate Customer Focus, Communicate Effectively.