Technical & Sales Manager

40% BUILD, DEVELOP & MAINTAIN INTERNAL/EXTERNAL CUSTOMER/CLIENT RELATIONSHIPS

With minimal oversight and within area of scope:

• Initiates, develops, and maintains customer working relationship with external/internal customers/clients at multiple levels for the moderately complex customer accounts


• Accountable for the overall success of the customer relationships by delivering significant business/financial impact within area of scope (i.e. BU/country/region/segment/category/product Line(s), portfolio of product(s)/service(s)).


• Builds relationships with customer’s organization through in depth understanding of customer needs and indentifying ways to enhance their business through Cargill products and services.


• Visits customer location to analyze current business practices and may provide education or give suggestions on how the organization can add value.


• Partners with a broad internal/external network of business stakeholders to exchange ideas (i.e. marketing/brand managers, solutions/technical sales specialist, technical services consultants, product line managers, etc). Leverages and develops long-lasting external network contacts (i.e. industry related contacts).


• Monitors closely the customer relationship for continuous value creation and optimization. Collaborates/partners with Logistics/Procurement/Supply Chain/R&D/Marketing/Quality/Product Line professionals to ensure availability of raw materials and ability to meet customer specifications and timelines. Ensures that customers are satisfied and that any inquiries, incidents and/or issues are resolved in a timely manner.


• Supports customer needs through effective collaboration with Cargill functions (Supply Chain, Technical Services, Customer Services, Operations, Logistics/Transportation, etc)

30% RESEARCH & IDENTIFY CUSTOMER / BUSINESS NEEDS

With minimal oversight and within area of scope:

• Researches and identifies customer requirements/expectations for moderately complex portfolio of accounts.


• Partners with a network of support functions (i.e. Go-To-Market organizations, Marketing, Technology, Operations) as well as with immediate supervisor to remain knowledgeable on more complex products and services capabilities and the overall business strategy to address current and future needs of the customer(s).


• Possess and continuously develops solid knowledge of the customer business strategy, requirements/needs and competitor offerings. Develops extensive industry knowledge across a broad and/or specialized spectrum of products/services/segments/channels as well as direct competitor’s offerings.


• Proactively analyzes competitor capabilities along with comparisons to business’s capabilities to determine gaps and to position account offerings against competitive options.


• Partners with marketing groups to execute targeted customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation).


• Utilizes sales and marketing support functions to assess competitor capabilities along with comparisons to business’s capabilities to determine gaps and to position account offerings against competitive options.


• Partners with marketing groups to execute targeted customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation).


• Leverages Sales and Marketing support functions to assist on sales efforts. Executes on sales/marketing strategies and tactics (i.e. product/market segmentation, pricing, channels of distributions) utilized by the business.


• Supports the sales leader/management team in the development of the sales objectives and growth strategies for new and existing products. Discovers new prospective customers and qualifies new sales opportunities.

20% SOLUTION PROPOSAL & DEVELOPMENT / NEGOTIATION & SALE EXECUTION

With minimal oversight and within area of scope:

• Within a defined portfolio of product/services, maximizes the ability to deliver new/existing value propositions/solutions by linking needs, benefits, and added-value offerings apart from competitors.


• Develops and executes the sales planning process for the moderately complex portfolio of accounts for multiple value propositions and solutions as part of the account plan.


• With some oversight, structures sales proposals that represent significant value optimization to customer and business. Ensures that proposal addresses customer’s key issues, needs and requirement.


• Assists with development and executes the sales planning process for moderately complex accounts for multiple value propositions and solutions as part of the account plan.


• With some oversight, structures sales proposals that represent significant value optimization to customer and business. Ensures that proposal addresses customer’s key issues, needs and requirement.


• Executes customer pricing programs against established market pricing policy and procedures. Collaborates with sales management and provides feedback on pricing strategy competiveness and application.


• Follows best practices negotiation methodology. Negotiates, presents, and closes deals for moderately complex accounts. Possesses solid expertise on negotiation techniques that focuses on strengthen the customer relationship and “win-win” outcomes.


• Demonstrates control and solid understanding of buyers needs and prepares for negotiation by gathering detailed information/facts.


• Assists where applicable and resolves predicable issues, settles disagreements, and clarifies misunderstandings with customers, teammates, or supervisors to enhance account performance.


• In collaboration with the marketing professionals/ managers, executes customer trade/sales events (i.e. industry related events, trade shows, customer based visits including plant visits, scale-ups, R&D seminars and work sessions, and HQ visits, etc)

10% PERFORMANCE TARGETS, MEASUREMENTS & RESULTS

With minimal oversight and within area of scope:

• Executes on defined/quantifiable sales targets for moderately complex portfolio of accounts. Provides input to the detailed sales plan of activities to monitor, assess, and ensure sales goals are achieved.


• Assist in the development of annual fiscal year sales budget. Provides updated forecast on any major new, lost or incremental fluctuation in customer requirements and takes appropriate action to achieve and/or exceed sales budget targets.


• Has overall responsibility for the execution and tracking of score card metrics that are related to the performance and overall customer satisfaction.

Delivers on sales performance/financial targets/budgets; sales volume, prices, revenue, profitability.

• Bachelor’s Degree in Animal Nutrion or Veterinarian of Nong Lam University


• Must be results orientated and able to work both independently and within a team environment


• Communication Skills


• Technical skills


• Problem solving skill