Regional Sales Manager

Designation

Regional Sales Manager

Date of vacancy

Immediate

Department

National Sales & Commercial

Geographic Area

Limpopo

Grade

DU

Purpose of the job

• To manage a team of Crop Advisors in the respective region.
• Responsible for obtaining profitable results through the Sales Team by developing the team through motivation, counselling, skills development and product knowledge development.
• To grow existing client base and meet forecast and budget objectives.

Required Outputs – Functional:

• Setting Sales Targets & Goals: Develop long-term sales targets and objectives for the region in alignment with overall company goals.
• Market Analysis & Planning: Analyse market trends, customer needs and competitor activities to develop strategic plans for market penetration.
• Customer Relationship Management: Establish and nurture relationships with Crop Advisors, key customers, partners and stakeholders to drive long-term business success.
• Partnership Development: Identify and develop strategic partnerships or alliances to expand market reach and enhance sales opportunities.
• Product Pricing & Strategy: Collaborate with product management and pricing teams to optimise offerings and pricing strategies based on market demand and competitive dynamics.
• Team Leadership & Management: Recruit, train and manage high-performing Crop Advisor Sales Team within the region to execute sales strategies effectively.
• Sales Performance Monitoring: Tracking and analysing sales performance metrics, pipeline management and forecasting to identify areas for improvement and ensure targets are met.
• Territory Management: Allocate sales territories, assign sales quotas and optimise territory coverage to maximise sales efficiency and effectiveness.
• Sales Process Optimisation: Continuously refine and optimise sales processes, tools and methodologies to streamline operations and enhance productivity.
• Sales Enablement: Provide sales teams with the necessary resources and support to enhance their skills, knowledge and performance.
• Budgeting & Resource Allocation: Develop and manage budgets for sales activities including expenses, incentives and investments and allocate resources effectively to achieve desired outcomes.
• Reporting & Communication: Generate regular reports on sales performance, market trends and strategic initiatives and communicate updates, insights and recommendations to senior management and other stakeholders.

Organogram

• Marketing: Forecast and maintain accurate stock levels. Provide influential input into new development for the market. Promote new developments, technology developed by the Division and assess appropriateness of use by the customer. Maintain acceptable debtor days. Grow existing client base and meet forecast and budget objectives. Complete annual sales budgets and track sales performance. Evaluate sales figures for the respective region on a monthly basis. Maintain acceptable pricing and margins. Ensure focus is kept on the company’s NuWay approach at all times. Ensure that Crop Advisor training is in line with the company’s strategic direction. Ensure stability in the region’s sales force whilst maintaining discipline. Obtain profitable results through the Sales Team by developing the team through motivation, counselling, skills development and product knowledge development. Inform the Head National Sales & Commercial of sales trends, competitive activity (new and existing) w.r.t. pricing, new products, placement, promotional strategies, new plants, etc and recommend activities to promote sales and profit in accordance with goals. Monitor market changes and keep the Head National Sales & Commercial updated.
• Customer Complaints/Claims: Resolve customer complaints regarding sales and service.

Qualifications & Expertise Required (Must):

Competencies (skills, knowledge and characteristics:

• Safety awareness
• Deciding and initiating action
• Leading
• Adhering to principles and values
• Relating and networking
• Apply expertise and technology
• Planning and organising
• Persuading and influencing
• Presenting and communicating
• Writing and reporting
• Delivering results and meeting customer expectations
• Adapting and responding to change
• Delegation of authority
• Coping with pressures and setbacks
• Customer service orientation
• Entrepreneurial and commercial thinking
• Inter personal skills
• Effective Communication
• Problem Solving Skills
• Conflict Resolution

Applicable

• Minimum Grade 12 with tertiary qualification of a B.Sc. Agriculture or Natural Sciences or NQF equivalent.
• An AVCASA accreditation, i.e. CropLife SA Basic Crop Protection course attended at the AVCASA Academy required.
• Minimum of 5 years’ post qualification experience in agrochemical sales.
•  Possess the ambition to attend courses and/or study further to improve the incumbent’s value or input to the company and industry.
• Must possess proven track record to deal with difficult customers.
• Good customer relationship and problem solving skills.
• Must possess a sound knowledge of agrochemical production and products related to the agricultural chemical industry.
• Ability to work within a team as well as independently.
• Willing to learn the company’s in-house product range and usage.
• Possess a sound working knowledge of Safety, Health & Environmental practises.
• Good analytical skills (including budgeting and cost control).
• Good inter-personal, management, communication (verbal and written) and reporting skills.
• Proficiency in MS Office (Word/Excel/PowerPoint) and Outlook
• Knowledge of Nulandis DOT.NET advantageous.
• Knowledge of SHEQ Management Systems standards/requirements advantageous.
• Must be in possession of a valid driver’s license, have own reliable transport and be medically fit to drive.
• Ability to work in a high pressurised, energetic environment.

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