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23.07.2019

Key Accounts Leader

DuPont Ukraine
АПК (Агропромышленный комплекс)

    Corteva AgriscienceTM is the only major agriscience company completely dedicated to agriculture. By combining the colossal strengths of DuPont Pioneer, DuPont Crop Protection and Dow AgroSciences, we've harnessed agriculture's brightest minds and expertise gained over two centuries of scientific achievement to enrich the lives of producers and consumers alike. Our priority is the success of the farmer - because when producers thrive, our world thrives.

     

    The local organization is currently looking for a senior commercial leader, that will hold responsibility for our business with major agroholdings in Ukraine.

     

    Role intent

     

    • Manage existing customer, business partner relationships, generate demand long term, develop and sell products + technological solutions, drive profitable secured business growth. Achieve sales goals in assigned geography or customer/business partner in accordance with marketing/business plans.
    • Drive customer success and market share of CORTEVA products
    • Increase customers loyalty through needs assessment, comprehensive demand generation and relationship building based on needs

     

    Key responsibilities

     

    • Sales accountability for defined Key Account Agroholdings (complex Seeds+ CPP commercial and technological solutions);
    • Customer and market related activities: strategic account management, relationship building, contract negotiations, competitive analysis, profitability analysis, needs assessment;
    • Overall market evaluation: segment exploration, market assessment, opportunity identification, market potential and attractiveness evaluations;
    • Manage, coach and develop a team of 20+ KA Professionals;
    • Identifying extensively customers' total needs and product offerings to form account strategies and promote long term value creation;
    • Manage multiple platform sales (row crops seeds - both brands Pioneer and Brevant, inoculants, CP etc) when applicable and drive the implementation of strategic plans;
    • Coordinate commercial and cross functional activities to allow customer and business success;
    • Build commercial sales policy to deliver sales goals align with marketing strategy;
    • Developing contacts and strong relationships at senior management level with key accounts; strong relationship building; contract negotiations; competitive and profitability analysis;
    • Ensuring proper product stewardship and compliance with EH&S, sales processes and company policies;
    • Constantly seeks to understand influences on current customer/consumer needs. Develop commercial and technological solutions to drive 3 years commitments and sustainable business with biggest land operators and opinion leaders;
    • Understanding the business levers to pull (price, volume, growth, margin) in order to increase margins;
    • Building a sales opportunity pipeline by discovering unarticulated needs and developing short term tactics and long-term strategies with/for Key Accounts;
    • Encourage different segments cross-selling opportunities & develop efficient bundle products sales strategies;
    • Conducting fluent and assertive communications with key stakeholders (Credit, CS, R&D, Credit, Finance, Supply and Production, Marketing etc), pursuing internal engagement and alignment on action plans to address customer needs and generating profitable growth.

     

    Candidate profile:

     

    • Higher degree in agronomy, agriculture economics or related area;
    • At least 5 years sales leadership experience in the ag. Industry (Seeds&Crop Protection products, Distribution, Agriculture Machinery, Commodity Trading etc). Key Account Management is a significant advantage is a plus;
    • Advanced knowledge of the ag. market specifics&products (seed industry & CP knowledge is a plus);
    • Successful team leadership and development experience;
    • Strong Interpersonal skills;
    • Organizational skills, sense of accuracy;
    • Strong result orientation and analytical skills;
    • Autonomy, proactivity;
    • Sense of commitment and responsibility;
    • Stress resistance;
    • Conflict resolution experience;
    • Strong communication presentation skills; previous coaching/training/mentoring experience is a plus;
    • Native Ukrainian and Fluent English;
    • Valid driving license and driving experience; openness for frequent travel (in-country and abroad).