Vilmorin Mikado Sales Manager – Salinas, CA

Main Goals: 

The main goal of this position is to increase the Sales revenue, market share and profitability within the USA and Canada which includes key or large accounts (Direct Sales and Dealers). This will be achieved by leading and coordinating the Sales and Customer Service teams.

This customer-oriented position leads the team offering strategic guidance on the customer’s journey, and the commercial excellence. The role supports the development and local implementation of the company’s strategy. Success on this role is the achieved through the construction of the strategy and the implementation of the sales campaign, the growth of sales and the margin, as well as the strong partnership with the customers.

Job Description

MANAGEMENT

Organize teamwork and planning, set up and follow up objectives, organize team and individual meetings, develop the skills of the team, identify competencies gaps and recruitment needs, participate to the recruitment and onboarding process, identify talents.

SALES

Coordinate and create partnership with key accounts, propose strategy to grow and increase the market shares and the margin. Strategize and co build the sales campaign with the commercial range and new products to gain market share and increase the profitability of the Business Unit business within the region.

FORECAST

Consolidate and review all regional sales forecasts and design a forecast for the country with a focus on volume, monthly allocation and average sales price.

Manage and follow up sales vs. forecast. Propose/prioritize product allocation amongst areas in case of seed availability issue.

PRICING

Design and implement a coherent sale and price policy at country level to increase gross margin. Define the objectives of average sales price and the sales actions value & frame. Follow up sales objective completion & prioritize actions during sales campaigns in coordination with customer service.

CREDIT MANAGEMENT

Follow up the day sales outstanding (DSO) and validate, coordinate high value/risk situations with the Credit Management team.

CUSTOMER, MARKET & COMPETITION INTELLIGENCE

Benchmark & analyze local customers, market & competition knowledge to identify business gaps and opportunities. Propose a different customer’s journey based on customer’s profile, segmentation.

PRODUCT RANGE DESIGN & UPDATE

Based on the recommendations of the Product Development Manager, assess gaps & opportunities of
the current portfolio from a sales performance perspective and propose product range optimization.

COMMERCIAL EXCELLENCE

Champion of key company ERP systems, forecasting tool, CRM. Challenge the customer segmentation,
propose customers journey based on the customer segmentations and work closely with the Global
customer service.

BUDGET

Manage the operating expense budget for the team. Define and supervise actions, goals, and achievements of the team.

REPORTING

Consolidate and analyze regional reports to the management, design and monitor KPIs. Direct interface with customers. Work closely with the Product Development Manager to maintain a high level of knowledge regarding the competitor’s key products.

Requires daily travel to visit customers in industry functions and field trials. May require frequent trips outside of the region to attend company and/or industry-related meetings. Multiple overnights stay throughout the year in the region. And eventually, one international trip per year may be required.

Education

• Bachelor’s degree in Agriculture, Plant Science, Business, or related field.
• Master’s level degree preferred.

Skills

• Minimum 5 years’ experience in Sales, Management, and/or related positions within the vegetable industry
• Extensive knowledge of the seed industry; specifically, vegetable seeds within the US/Canada markets
• Proficiency in the English language is required
• Commercial Excellence, Sales Effectiveness, Sales campaign
• Budget and Forecast Management
• Ability to analyze data
• Customer orientated
• Knowledge of Microsoft Office programs such as Outlook, Word, Excel, and PowerPoint
• Must be available for international travel
• Mentor, Coach and Manage teams with ongoing support and direction

Competencies

To perform the job successfully, an individual should demonstrate the following competencies:

Strategic Planning and Analysis – Ability to initiate and lead the planning and analysis of market data, through constant communication and coordination with research, development, and product management teams, to evaluate main targets. Ability to take a lead role in the overall strategy, research and development requirements, development, and processing coordination for new and emerging products.

Technical Skills – Vegetable production knowledge. Technical expertise in key vegetable pest and management practices. Knowledge of the Fresh Market or Processing market/industry. Sales and customer management skills, as well as crop management skills. Ability to evaluate trials and new variety selections. Budgeting experience. Computer skills (Word, Excel, PowerPoint). Strong verbal and written communication skills. Good interpersonal skills and integrity. Ability to work with people of different cultural and ethnic backgrounds.

Interpersonal Skills – Possess strong leadership and communication skills. Ability to develop and maintain productive work relationships with associates, dealers, growers, customers, and related industry personnel.

Teamwork – Team player with a positive attitude. Ability to facilitate teamwork among staff.

Judgment – Exhibit sound and accurate judgment. Accept personal responsibility for task fulfillment and job performance.

Professionalism – Highly self-motivated individual, with high time management and organizational skills. Have a creative aptitude. Well-organized, committed, accurate, and thorough, with attention to detail.

Adaptability – Ability to deal with frequent changes, delays, or unexpected events. Ability to handle multiple projects simultaneously. Ability to travel regularly throughout assigned area. Ability and willingness to work outdoors in adverse weather conditions. Ability to work in a highly competitive sales/business environment. Autonomous.

Attendance/Punctuality – Ensure work responsibilities are covered.

Dependability – Ability to work in an independent and self-directed manner.

Salary: $150k – $170k

Click Here to Apply Now: https://jobs.limagrain.com/VilmorinMikado/job/Sales-Manager/1023-en_US/

https://sunnyskiesproduce.com/employer/vilmorin-mikado-usa-inc-jobs-2/

https://www.vilmorinmikado.com/

https://sunnyskiesproduce.com/