Area Sales Manager -Levant and Pakistan

Overview

Welcome diversity and apply as you are!

At Adisseo, we cherish the value of diversity whatever it may be.

By joining Adisseo, you will join committed people who make the difference every day to contribute to this challenge.

By joining Adisseo, you will integrate a dynamic international environment.

By joining Adisseo, you will discover a world full of opportunities for every stage of your career by being actor to your professional journey.

Responsibilities

TASKS AND MISSION

• A member of the Adisseo MEA team, the ASM is responsible for developing Adisseo turnover and market shares in the Area. Moreover, the ASM has full responsibility for achieving the Performance Products objectives and is co-responsible for reaching the Specialty Products sales target.
• To achieve objectives, the ASM will be responsible for maintaining a long-term relationship with accounts and maximizing sales opportunities within them. The ASM will serve to understand the customer's demands, plan how to meet these demands, and generate sales for the company as a result.
• As a matter of fact, the ASM will coordinate resources starting with the management of the local sales team, the management of exclusive and non-exclusive distributors and agents in the Area. On the other hand, the ASM will cooperate with Technologist’s activities in the field and will get the support from Category Managers and Technical Managers. Accordingly, the ASM will oversee designing the appropriate action plan customer by customer for the assigned area. Among other means, the action plan will be followed through projects; the ASM will have the responsibility to create those projects, to share them and to obtain commitment and agreements from the other members of the team working in the same territory.
• Therefore, the ASM will engage in a variety of tasks including project management, coordination, strategic planning, relationship management, negotiation, leadership, and innovative development of opportunities, and keeping record of transaction of sale and purchase Adisseo products under the supervision of the Regional Director, MEA.
  
  

Key Responsibilities

Commercial and Management

• Management and the leadership of the STSMs in the area.
• To act as the key interface between the customer, the distributor/agent, and all relevant divisions of Adisseo.
• To develop unique ways to grow the business with distributors/agents and customers and provide solutions to management in the face of challenges.
• To apply strictly the commercial policy following management guidelines on prices, volumes and credit management but detecting opportunities and using Adisseo unique product line leverage.
• To determine Payment terms with Credit Manager and necessary credit line for the achieving objectives.
• To ensure payment collection in relationship with the customer service and the Credit Manager to limit overdue.
• To forecast accurately, and monthly, sales of all Adisseo product line in the Area and align the STSMs accordingly.
• To plan and manage Adisseo product sales at the level of the Area for all non-key accounts, through Distributors or not, to execute and achieve the Area Business Plans.
• To evaluate and assess the overall effectiveness and give pertinent suggestions about resources allocation and particularly at the distributors/agent’s level.
• To manage Adisseo Key Accounts in the area including relationship, strategy, development, budgeting.
• To manage Adisseo and distributor/agent relationships applying contract terms and clauses
• To write business plans for all current and opportunity tender business in the Area.
  
  

Market Analysis and Marketing

• To analyze Area’s Feed Market, growth perspectives, opportunity, and threat
• To understand the matrix of players in animal, feed and premix production in the Area, the relations between different players within the Area and their influence on a country, European or global level
• To master key technical messages, value propositions, positioning and target customers regarding Adisseo product line and services.
• To understand the decision-making process of the customers and especially of the key accounts.
• To control and manage the overall expenditure in the Area to promote Adisseo brands and products
• To keep the distributors and/or agents updated on the Adisseo corporate information
• To attend and participate in trade shows, conferences, and other marketing events
• To report any information of possible interest for the rest of Adisseo, distributor and/or agent on competitor products, pricing, and marketing strategies
  
  

Accountability

In this area, the ASM will be accountable for the following matters:

• Sales and budgeted objectives
• Relationship with accounts/key accounts, management of the distributors and agents
• Strategic planning and project management
• DSO and Overdue
  
  

Internal/External relationships

• External: customers, distributors and/or agents, influencers, industry players, Key Opinion Leaders
• Internal: MEA Product managers, Specialty Tech Sales managers, Technical Managers and Technologists, Customer Service and Marketing Administration
  
  

Qualifications

Requirements

Experience: 5 to 10 years in sales and ideally in the feed industry

Skills:

Autonomous

Communication and interpersonal skills

Negotiation

Decision making

Time management

Persuasive

Confident

Education:

• Degree in business, marketing, or related field or Veterinary/Agri/Agro engineering

Language:

• Fluency in English is mandatory
• French will be an added advantage
• IT tools: MS Windows, Salesforce
• 70% of the time travelling