Role Description:
Under the leadership of - and in close collaboration with the General Manager of Mexico, propose and implement the commercial strategy according to market needs and aligned with the global HM.CLAUSE Strategic Road Map. Lead the Sales teams for Mexico with the objective of driving sales, increasing market share, expanding the customer base, and successfully introducing new products of HM.Clause within the defined commercial scope.
Mail task and responsibilities:
SALES STRATEGY
Proposes and implements the sales strategy to grow the business and optimize market value of HM.CLAUSE genetics, generating new sales and increasing the company's market share.
Contributes to the Product Development Strategy, ensuring alignment of Product Development priorities with the Sales Strategy and agreed growth ambitions by geography and species.
In collaboration with the General Manager, Marketing, Finance, etc., contributes to the development of a competitive pricing strategies with the objective to maximize value capture of our genetics in the market.
With the support of information from the CRM tool, ensures optimal Sales Force effectiveness in all sales regions.
In collaboration with Customer Marketing, contributes to the development of Customer Segmentation, enabling a customized and result oriented sales and promotional approach for key customer segments.
In charge of key account management, notably for key channel partners: In close collaboration with Sales Coordinators and General Manager, develops and drives customer strategies for key/large accounts. Leads annual sales negotiations with national accounts and organizes regular business review & planning meetings with these accounts in close collaboration with and supported by the Sales Coordinators.
Aligns with Customer Marketing and Communications the priorities for promotional activities & support.
Fosters a customer centric culture within the Mexico Sales team.
SALES EXECUTION
Oversees, drives and supports the sales activities of each sales region with the objective of achieving the agreed sales and profitability target for Mexico, needed corrections of sales forecast, capturing opportunities, and detecting risks.
Supports the sales team as direct interface with key- accounts and coordinates actions countrywide.
Is accountable for reliable (bottom-up) Sales- and Purchase Forecasts for Mexico.
Fully leverages and promotes the use of sales tools (CRM, CUBE, FOCUS, etc.) to improve the effectiveness and efficiency of sales teams.
Is responsible for timely money collection from clients, supported by the finance team.
Drives the organization and effective use of - and actively participates in field days, promotional demo fields and other customer events.
Manages the OPEX budget for the Sales Department in Mexico and proposes new projects for future budgets to support and accelerate future sales growth and margin maximization.
PEOPLE MANAGEMENT
Manages, directs, coaches and trains people under his/her supervision with the purpose to help them develop and deploy their full potential.
Organizes mid- and yearend reviews with his/her direct reports in alignment with company guidelines & policy and ensures that this practice is followed throughout the department.
Develops and coordinates with HR personnel development plans as well as succession & substitution plans for key team members.
Coordinates and aligns work schedule with other functions/ departments as needed.
Ensures compliance with company policies, processes & guidelines.as well as with all government laws & regulations.
Lead and ensure compliance with the security strategy for employees. Ensure that your team's safety indicators improve, promoting the use of safety tools and self-care. Participate in training, reportability and communicating all corporate and local initiatives.
OTHER
Frequent domestic travel required to visit channel partners and key growers in key areas across Mexico – either by company car (short distance travel) or air (long distance travel).
A limited number of international trips per year to attend company / industry related meetings may be required.
Multiple over-night stays per month may be required throughout the year.
Represent HM.CLAUSE in seed organizations and industry forums if/as needed. Responsible for timely delivery of monthly sales report, lost sales report, risks and opportunities analysis and other reporting tools if/when needed.
COMPETENCIES:
To successfully carry out the job, the person must demonstrate the following skills:
Strategic Planning and Analysis - Ability think strategically, plan actions and analyze results. Entrepreneurial mindset.
Technical Skills – Relevant knowledge of, and experience in the vegetable seeds market (desired) , sales skills and customer management. Computer skills (Word, Excel, PowerPoint). Strong oral and written English and Spanish communications skills. Ability to work with people of different cultural and ethnic backgrounds.
Interpersonal skills - Possess leadership and communication skills. Ability to develop and maintain productive working relationships with different roles and functions within the organization as well as with distributors, growers, and other industry stakeholders.
Teamwork - Team player with a positive attitude and with the ability to facilitate teamwork within and across departments.
Judgment – Exhibits a sound and accurate judgment. Accepts personal responsibility for the fulfillment of tasks and work performance.
Professionalism - Highly motivated, with a high level of managerial and organizational skills. Well organized, committed with a keen sense of precision and accuracy.
Adaptability - Ability to cope with ambiguity, changes, delays, or unexpected events. Ability to handle multiple projects simultaneously. Ability to travel on a regular basis nationally and internationally for company purposes. Willing to work outdoors in adverse weather conditions. Ability to work in a highly competitive environment.
Attendance / Punctuality - Ensures that responsibilities are covered.
Dependency - Ability to work independently and self-directed.
EDUCATION AND EXPERIENCE:
Degree in Agriculture; Master's degree (preferable).
Minimum 5 years of experience in a similar position ("National Sales Manager") within a large national or preferably international organization in the Seed Industry.
Proficiency in the English and Spanish language.
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