Key Account Manager - Large Scale

Company Description

Syngenta Group is one of the world’s leading sustainable agriculture innovation companies, with roots going back more than 250 years. Our 53,000 people across more than 100 countries strive every day to transform agriculture through tailor-made solutions for the benefit of farmers, society and our planet – making us the world’s most local agricultural technology and innovation partner. Syngenta Group is committed to operating at the highest standards of ethics and integrity. This is a commitment that we are making to investors, customers, society and employees. Syngenta Group commits to maintaining a workplace environment free from discrimination and harassment.

Job Description

ROLE OVERVIEW

An opportunity within our Kenya Crop Protection Commercial Function has become available for a technically & commercially strong individual to play a critical role in providing strategic key account management for our Large Scale customer segment and delivering our business growth. This role provides an opportunity to:

• Manage Syngenta’s most valuable customer relationships through long-term value creation and strategic partnership development.
• Retain existing customers, pursue new business opportunities within the large scale customer segment.
• Execute sales campaigns towards achievement of agreed business targets in accordance with the strategies and objectives set for the Commercial Organization.

KEY ACCOUNTABILITIES

Achievement of Commercial Targets

• Drive achievement of agreed and signed sales targets for the assigned territory.
• Develop and execute customer-specific business plans with clear volume, value, and margin targets.
• Negotiate commercial terms, pricing, and promotional investments to optimize mutual value creation.
• Manage credit exposure and payment terms in line with company policy.
• Manage distributors accounts and ensure zero Bad & Doubtful Debt Provision (BDDP) closure on yearly basis.
• Forecast demand accurately and manage inventory planning with key accounts.

Key Account Management

• Lead and execute strategic account management for designated key customers to drive sustainable business growth and value creation.
• Develop, maintain and implement key account strategies, key account and business plans to drive business growth while building and maintaining C-level relationships.
• Drive systematic customer engagement and opportunity management through effective utilization of digital analytics, Salesforce, Cropwise and related CRM platforms.
• Lead the development and execution of comprehensive Channel Strategies for the assigned territory to drive sustainable business growth and profitability.
• Direct end-to-end market strategies and execution including marketing campaigns, sales enablement, technical support and collaboration with supply chain and customer operations functions.
• Proactively identify, assess, market trends, and manage business risks and opportunities within key accounts through systematic monitoring of market dynamics, competitive landscape, and customer financial health.
• Develop mitigation strategies for commercial risks while capitalizing on growth opportunities to protect and expand business value.

Qualifications

KNOWLEDGE, EXPERIENCE & CAPABILITIES

Qualifications & Experience 

• A Bachelor’s degree in Agriculture, Agronomy or equivalent
• Post-grad degree will be an added advantage
• Minimum 5 years experience in Sales and Agronomy role
• Sound technical (on-the farm) experience and knowledge in crop protection management
• Distributors, channel partners and stockists engagement experience
• Knowledge of Kenya key crops and agronomic challenges faced by farmers everyday
• Business and Financial Acumen
• Strong stakeholder management and relationship building skills
• Proven track record of Value Selling model

Additional Information

Location: Nairobi, Kenya