Sales Manager
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Job Summary
JOB PURPOSE:
Drive profitable growth and develop strategic customer relationships across EMEA agriculture markets, acting as the primary commercial force to execute the market strategy and deliver exceptional customer satisfaction.
JOB SCOPE:
- Number of customers: ~100
- Turnover: ~ €10m
- Geographical zones: EMEA (excluding Iberics, Italy, Egypt, Israel)
AVAILABILITY: Up to 50% of travel time
KEY TASKS AND RESPONSIBILITIES:
- Ensure compliance with all safety protocols, educating internal and external teams on preventive measures to achieve our zero LTA and non-LTA safety ambitions.
- Drive Profitable Sales Growth (Revenue Management): Grow profitable sales based on a deep understanding of customer needs, competitive landscape, and value proposition across both existing and new accounts, directly influencing:
- Volumes
- Revenues
- Gross Margin
- Price Effect
- Strategic Account Planning: Define and execute a robust commercial strategy and action plan for a portfolio of ~100 customers of which ~10 key accounts in collaboration with Marketing and Technical Support functions (including budget proposals, commercial conditions, and profitability improvement initiatives).
- Lead Commercial Negotiations: Negotiate and secure price increases, increase share of wallet, and finalize commercial packages, along with associated terms & conditions (with legal support).
- Customer Engagement & Reporting: Maintain regular customer visits (up to 50% travel time across Europe), documenting detailed sales visit/call reports in CRM, and preparing monthly performance analysis against the plan.
- Champion Customer Satisfaction (Customer Centricity): Proactively monitor and address significant customer complaints (information collection, communication of investigation progress and conclusion, and corrective actions) and be the key ear for the Voice of the Customers.
- Optimize Working Capital (Cash Management): Ensure timely cash collection and work to improve DSO (Days Sales Outstanding) and optimize Payment Terms.
- Gather Market Intelligence: Actively collect and document in CRM vital market intelligence, including mineral consumptions, performance requirements, competitors’ products/pricing, and future market trends.
- Fuel Innovation (New Business Generation): Generate and champion ideas for New Products to feed the innovation pipeline, based on key customer performance targets and future needs.
- Develop New Business: Actively pursue and close New Customers and Cross-Sell opportunities to improve the Conversion Rate for the opportunity pipeline.
- Financial Planning: Prepare, manage, and achieve accurate budget and forecasts for S&OP (Sales and Operations Planning) and finance purposes.
JOB SPECIFICATIONS:
- Relevant experience in/serving the agriculture market
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