Area Sales Manager and National Key Account Manager
Accountability for the NZ Income Statement. Leads the direction and people leadership of the Corteva Solutions sales team with a broad influence over the full country team, including functions, to ensure strategic alignment and a productive business model. Helps design and execute the country strategy, supported by business metrics and analytics to service the business and improve the quality of the NZ business while making selective investment bets in growth. The role requires strong people leadership, Cross-functional leadership, Crop Protection and Biological knowledge, resource allocation, customer engagement and programs aligned to the country strategy and mission.
The Area Sales Manager / Key Account Manager also leads the NZ Corteva sales organization and all customer elements of the business. Direct leadership of the sales team and accountability for the key customer accounts in the NZ market. In alignment with the CU LT objectives, alongside NZ marketing, builds and leads the NZ sales strategy and execution to deliver stated growth objectives.
KEY RESPONSIBILITIES:
Help design and execute the NZ commercial strategy in alignment with CU, regional and global strategy.
Develop strong relationships and appropriate profile with key NZ Key National Accounts and their customer contacts
Involved in key commercial process: IBP process, Annual Plan, CU Execution plan, SIC, E2W, CE KPIs
Responsible for all people management activities within the NZ sales team including succession planning, resource deployment and career development
Is a core team member of the ANZ Commercial Leadership Team
Close working relationship with CE function to leverage commercial processes and systems to support country strategy
Close working relationship with the functional leaders supporting the NZ business to ensure a balance between appropriate business support and leveraged resourcing
Represents Corteva to segments of the external environment (i.e. customer, industry associations).
Direct accountability for all commercial sales activities within the NZ Corteva team,
Drives the sales teams development, succession planning via Goal setting, development and performance reviews.
Accountable for delivering sales growth targets in NZ.
Understands and aligns to the marketing strategy for NZ and supports execution through the sales team,
Champions product segmentation projects with CE to support the sales team in market focus and prioritization,
Provides input and support to the IBP process on behalf of NZ sales.
Executes and leads the SIC program in NZ.
Leads change management through Comp and Ben changes and roll out of Corteva HR policy,
Leads the CMT in NZ, sets the strategy and runs the meetings.
Creates productive relationships and commercial programs with key customers to grow market share in targeted areas,
Represents Corteva in industry associations, events and customer engagement sessions and articulates Corteva’s strategy,
Establishes Corteva Values and Market Shaper behavior in commercial team