Role Purpose 

• To achieve Central Rift & Mount Kenya sales targets for the large-scale segment by managing assigned accounts in the region, in accordance with the Business Area strategy and objectives.
• To achieve targets for big Commercial Accounts.
• To contribute to the development of the business strategy as a leader of the Kenyan sales organization.
• To manage distributors’ relationships in the territory, gaining a deeper understanding of their business and needs to develop customized value offers that build a successful & sustainable business partnership.
• To implement the agreed strategy, monitoring effectiveness and adjusting strategy as required
• Work closely with other functions – Marketing, Commercial Operations, Crop Protection Development , Finance, to ensure perfect alignment in the business delivery

Accountabilities 

• To assume responsibility for realizing the required growth of the Large Scale business in Central Rift & Mount Kenya, with due consideration/assessment/management of all (financial) risks involved.
• To develop Key Account plans in conjunction with the Head of Sales, which details activities to follow during the year & to regularly update it.
• To implement sales & budget plans and ensure that targeted market share is achieved in your territory.
• To develop customer intimacy with the customers of your territory (Distributors, DFUs, Growers), regularly reviewing channels’ capabilities and achievements based on Business plan.
• To collaborate with Commercial Operation team on customers’ targeting within your territory and sales tracking.
• To fully understand key competitor offers & adjust strategy accordingly in your territory.
• To maintain accurate records on SFDC  of all sales and prospecting activities including sales calls, presentations, and follow-up activities within the assigned territory.
• Works in compliance with commercial policy of the country, HSE requirements, local legislation and competition law.

Qualifications

Knowledge, Skills and Experience

Critical Experience and Knowledge

• Extensive knowledge of the Eastern Africa agricultural sales environment, sales techniques and approaches.
• Strong people management and leadership skills.
• Key sales management skills; strong understanding of customer needs, structure and business drivers.
• Understanding of the agricultural competitive environment.
• Education level of undergraduate in BSc. Agriculture as a minimum.

Critical Leadership Capabilities and Skills

• Sets ambitious business goals and demonstrates a high degree of ownership of agreed goals.
• Communicates with impact.
• Manages for performance and demonstrates a high degree of ownership.
• Strategic thinking and a good team player.
• Leadership – ability to lead, coach, drive and motivate individuals, teams and customers.
• Business delivery orientation.
• Develops people, organization and self.
• Focuses on customers.