POSITION TERRITORY: Greenhouse Business Ontario & Northeast USA

POSITION IN THE ORGANIZATION: Reports to the Sales Manager, USA East & Greenhouse Business

PURPOSE OF THE POSITION: Ensuring optimal sales, distribution and commercial management of the Enza/Vitalis greenhouse portfolio.

TARGET START DATE: April/May 2014

Summary of responsibilities:

1. Generate multi-year sales and cost budgets
2. Optimize regional sales, sales programs and product development for conventional and organic markets
3. Manage (key) customer accounts
4. Maintain contacts with grower organizations and research organizations
5. Be involved in the market chain: maintain relationships with marketing organizations and retailers.
6. Develop proposals for local pricing policy
7. Keep up to date with current market developments
8. Support the execution of second screening and (pre) Commercial trials of the crop/crop group for the indicated region.
9. Manage, coach and motivate Sales Reps if present
10. Reporting and miscellaneous activities

Brief description of responsibilities and duties:

1. Generate multi-year sales and cost budgets • Generate and realize a regional multi-year sales and cost budget together with the Sales Manager, USA East & Greenhouse Business.
2. Optimize regional sales, sales programs and product development for conventional and organic markets.
   • Optimize regional sales and sales programs and continue developing and expanding new and existing markets.
   • Responsible for optimal product range availability as well as regional product development in close cooperation with the Technical Specialist and research department. •
   • Be part of or lead inter-departmental teams that operate within the Enza organization.
   • Collect, analyze and report competitor information.
   • Develop the organic market and create action plans accordingly.
3. Manage (key) customer accounts. • Responsible for optimal operation of the regional distribution network by means of: 
   • Directly managing a number of key customers. 
   • Develop key account and marketing plans 
   • Product meetings and trials (organization and evaluation). 
   • Trade show participation. 
   • Visiting and receiving existing and potential customers. 
   • Advising existing and potential customers about product development and growing techniques. 
   • Advertisements, brochures, leaflets and miscellaneous promotional materials.
4. Maintain contacts with grower organizations and research organizations.
   • Keep the industry involved in the development of the products and mission of Enza Zaden
   • Be able to stay informed about the latest issues the industry is dealing with and identify opportunities
5. Be involved in the market chain: maintain relationships with marketing organizations and retailers.
   • Maintain contacts with the marketing organizations in the area and if needed cross regional
   • Be informed about the latest market developments and consumer needs and identify opportunities for our products and customers based on this
6. Develop proposals for local pricing policy
   • Provide proposals for local pricing policy for the National Sales Manager and communicate pricing to customers.
7. Keep up to date with current conventional and organic market developments.
   • Analyze and map out the entire regional vegetable seed market.
   • Remain alert to, take action in response to and report on new market trends, competitor activities and products, plant diseases, as well as new growing techniques.
   • Partner with the respective global Plant Breeders and Crop Specialists, keeping them well informed of relevant market developments and customer needs.
8. Support the execution of second screening and (pre) Commercial trials of the crop/crop group for the indicated region.
   • Execute second-screening trial procedures for the particular crop/crop group for the Product Specialist
   • Propose (reliable) trial sites to the Product Specialist for conducting the trials
   • Establish and evaluate second-screening and (pre) Commercial trials.
9. Manage, coach and motivate Technical Specialists and Sales Reps working in the area.
   • Establish employee goals and conduct employee performance reviews.
   • Provide ongoing coaching and counseling to achieve optimum performance levels.
   • Schedule and conduct department meetings.
10. Reporting and miscellaneous activities.
    • Timely and accurate monthly review/update of sales and production forecasts.
    • Written reporting on a monthly basis to the General Manager regarding relevant developments on product portfolio & pricing, sales & distribution, marketing & PR and competition & trends.
    • Handle any complaints, according to set procedure.
    • Discuss and resolve relevant issues with the Customer Service department as it relates to customer satisfaction.
    • Initiate and participate in Regional Product Meetings where agreements are made regarding product flow and portfolio.
    • Other duties as assigned.

JOB PROFILE:

Education / knowledge

• A minimum of a agricultural or science based bachelor’s degree with 8+ years of relevant work experience in sales and marketing within the agricultural industry.

Skills

• A proven customer relationship builder with excellent interpersonal skills.
• Professional, assertive and clear communicative skills (verbal and written), including active listening skills.
• Has excellent sales skills (gains trust, establishes a business objective, identifies customer needs, explores solutions, develops action plans, and overcomes objections through negotiation).
• Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Outlook).

Traits

• Works well in a team environment.
• Shows personal initiative, is flexible and pragmatic, and able to portray and promote a positive image of the company’s vision, mission and values.
• Must maintain high confidentiality. Independence
• Performs the position / tasks independently under the responsibility of the Sales Manager, USA East & Greenhouse Business.

Contacts

• Maintains intensive internal and external contacts.

Leadership

• Manages, coaches and motivates the local Technical Specialists and Sales Representatives working in the area.

Working conditions

• Sometimes works under pressure and frequently works with a computer screen.
• Is prepared to travel very frequently, both domestic and international travel (30 to 40% of the working time).
• Sometimes works under pressure outdoors under varying climate conditions.

Applicants may submit resume and cover letter to: resumes@enzausa.com