Working within the Commercial Function and reporting to the UK Sales Manager, National Account Managers will have overall responsibility for the management of ADAMA’s business with nominated accounts. On a seasonal basis, this will involve achieving US$ Gross Profit targets through an agreed product mix.
Location
United Kingdom
Key External Contacts
* Customer Buying Team
* Customer UK Sales Manager(s)
* Customer Regional Managers
* Customer Technical Teams
* Key Agronomists
Key Internal Contacts
Country Manager, Regional Agronomy Manager Lead, Other NAMs, RAMs, Operations, Finance, Marketing & Technical teams.
Core Responsibilities
Strategic
* Responsible for achieving the annual US$ gross profit target for assigned customers.
* Develop a 1 and 3 year plan for each account, with buy-in from customers, that is able to deliver mutual gross profit aspirations using models such as price waterfall or incentive plans.
* Form and sustain long term partnership relationships within each account.
* Prepare an account plan for each customer that demonstrates understanding of the strategy, key influencers, competitor relationships and competitiveness of the customer within the market.
* Strategically plan at management level within the account to effectively manage the product portfolio.
* Work with the Technical and Marketing teams to identify medium and long term technical opportunities.
* Act as the Commercial Expert and collaborate fully with a defined Crop Team ensure strategic and financial portfolio goals are achieved.
Seasonal
* Set and review seasonal sales forecasts with phasing for each account and monitor progress in monthly monitoring of stock levels within the account.
* Work with the UK Sales Manager to understand business KPIs and specific seasonal objectives.
* Work with ADAMA’s Finance Team to ensure accurate and timely rebating.
* Where necessary, conduct pre-season technical briefings to customer agronomists to support Regional Agronomy Managers.
* Work with Commercial Analyst to prepare and communicate a seasonal price list to customers.
* Hold monthly meetings with customer buyer and a minimum of 2 F2F meetings per annum with key decision makers in allocated accounts to create and develop solid relationships which facilitate growth.
* Working with UK Sales Manager, Regional Agronomy Managers, Go to Market Director & Technical Manager and Product Manager, co-ordinate spring and autumn technical campaign messages to key distributor, and distributor regional/team leaders, reflecting the technical and commercial priorities of each product.
* Work with Product Managers, Technical Specialists and Regional Agronomy Managers, to effectively co-ordinate and manage the strategic and tactical technical requirements of the account.
Daily Or As Required
* Working with ADAMA Operations Manager and Logistics Coordinators to ensure timely delivery and invoicing of products.
* As a minimum, hold monthly meetings with the account buying team to identify any concerns and also opportunities around delivery of the season forecast.
* Supporting the Regional Agronomy Manager to manage customer complaints and working with the Technical and Operations teams to come to satisfactory agreement.
* Reporting back to the Commercial team and other relevant colleagues, significant information through CRM system.
* Report back to the UK Sales Manager and other relevant colleagues, market intelligence (for example competitor intelligence and pricing information) that is clearly evidenced.
Essential Skills Required
* 5 year industry experience & BASIS Qualified.
* A track record of professional account management in the UK agrochemical or similar sector.
* Able to add value to the customers’ business and maximise mutual profit.
* Able to appreciate and willing to effectively execute the wider goals and objectives of the organisation.
* Effective Negotiator.
* Good planner, listener, communicator.
* Confident in presenting to senior, technical and commercial audiences.
* Self-motivated and comfortable working both independently and as part of a wider team.
* Diligent and hard working with a strong desire to succeed.
* Full, clean UK driving licence.
* Good IT Skills (for example including Microsoft Office, Sales Force).
* Willing to travel and stay overnight (in season this can be extensive).
Person Specification
UNITE: ADAMA home
Able to promote inter-departmental working and proven track record working successfully within a team.
Pro-actively supporting company initiatives and change processes to ensure effective implementation.
* Collaborative: ability to work with others, while accepting and valuing differing opinions and backgrounds.
* The ability to prioritise different business needs.
EARN TRUST: Build close & honest relationships
* Integrity: Honesty and strong moral principles, being open honest with everyone, keeping your word, authentic and respectful to all.
* Open communication: Proactively communicate to build relationships and trust with colleagues and customers, being involved, not distant, listening and learning.
* Highly professional: effective preparation and presentation, accountable for decisions and results, committed, confident, responsible, respectful and dependable.
* Ability to develop strong customer relationships and networks that may be of future use to ADAMA.
Our Values
INSPIRE: Set course & motivate
* Understand the ADAMA UK business environment and identify sales development opportunities.
* Be a role model with a sense of pride, passion and confidence in what you do.
* Consistently demonstrate a can do approach even in the face of setbacks.
PROMOTE: Freedom within a framework
* Self-development: actively seeks personal development opportunities.
* Open to change: see the opportunities in the change to overcome own resistance to it.
* Innovative: thinks creatively, proposing suggestions to add value.
MAKE US BETTER: Strive for excellent performance
* Taking personal responsibility for the quality and content of your work.
* Successfully addressing key concerns and presenting mutually beneficial solutions.
* Pursue up-to-date knowledge, learn from mistakes and actively seek improvement opportunities.
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