Nutreco International Việt Nam

The (Technical) Sales Manager formulates the strategy of the sales department within the OpCo strategy framework, and, after approval by the General Manager, implements it through effective design and management of the key areas of the department, in order to ensure a strong, innovative and well positioned and growing sales operation, which meets the (total) sales targets of the OpCo, and thereby contribute to the performance of the OpCo.

The job (in higher grades) can be member of the Management Team. A (Technical) Sales Manager is always a people manager (and can never be an individual contributor) and therefore is leading a team of commercial people (can be Sales rep’s, technical sales advisors and/or (key) account managers) and responsible for realizing the overall sales volume of the OpCo. Besides the focus on reaching commercial targets, the (Technical) Sales Manager coaches his/her team to reach their targets and establish (organic) growth.

Job Description:

Job Profile Summary

The Marine Area Sales Manager (“Sales Manager”) formulates the strategy for Marine Business of the sales department within the OpCo strategy framework, and, after approval by the General Manager, implements it through effective design and management of the key areas of the department, in order to ensure a strong, innovative and well positioned and growing sales operation, which meets the (total) sales targets of the OpCo, and thereby contribute to the performance of the OpCo.

A Sales Manager is always a people manager (and can never be an individual contributor) and therefore is leading a team of commercial people (can be Sales rep’s, technical sales advisors and/or (key) account managers) and responsible for realizing the overall sales volume of the OpCo. Besides the focus on reaching commercial targets, the Sales Manager coaches his/her team to reach their targets and establish (organic) growth.

Key Accountabilities

• Strategy:
  
  

formulates, together with the Marketing Manager, the commercial strategy, consistent with the business strategy of the OpCo, which after approval by the General

Manager of the OpCo, results in short and (mid) long term plans for the Commercial Department and the framework for the key areas of the department.

• Business year planning:
  
  

sets up and implements year plan(s) for the key area(s) of the department, including budget(s), in line with the strategy of the OpCo, market developments and

financial and other business objectives, in order to give guidance, after approval by the General Manager, for the activities of the department. Establish sales

objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing

and new products.

• Sales:
• Quality of departmental staff
• Satisfaction rate of accounts
• Market share
• Speed and effectiveness of signaling market opportunities and translation in actions
  
  

Nutreco Competencies

• Operational Excellence
• External Focus
• Guiding the business
• People Leadership
• Drive for Results
  
  

Differentiating Factors

Sales Volume of the OpCo:

Geographical scope: main focus in Middle – Middle South Area (Phu Yen, Khanh Hoa, Ninh Thuan, Binh Thuan, Ba Ria Vung Tau), freely expand to other regions Product Portfolio: Marine fish feed

Compentencies & Behavioural aspects

Coaching:

• Can assess team member capability in relation to sales call execution competencies and agree action to develop more advanced call execution capabilities
• Can provide balanced and actionable feedback in relation to behaviours and how they can be improved
• Can call team members to account for their application of commercial skills and behaviours within the accounts they manage.
• Is aware of development needs in their team and has agreed action plans for future development activities (within the workflow or off-the-job) to fill any competence gaps.
  
  

Understands that coaching is also business development and trains and educates team to act upon this.

• Account management:
  
  

ensures the development and execution of professional account management, and maintains personal relationships with main accounts, within the guidelines of the

annual plans, resulting in optimization of customer/consumer relations and business opportunities, and a positive image of the OpCo in the market.

• Business process/operational improvements:
  
  

participates from the own discipline in multidisciplinary project teams on business process/operational improvement issues, within the OpCo strategy and year

plans, in order to optimise the operational performance and thereby contributes to the financial performance of the OpCo.

• Budget control:
  
  

controls the budget of the department, takes corrective actions when necessary, and ensures adequate reporting, within corporate guidelines, to ensure that the

OpCo delivers its budget and meets KPI objectives.

• People Leadership:
  
  

organises, manages, develops and staffs the department in line with corporate guidelines, in order to be equipped for current and future business challenges and

contribute to the optimisation of business results. Coaches his/her team on a weekly basis to achieve team and individual targets.

Key performance indicators

Is aware of development needs in their team and has agreed action plans for future development activities (within the workflow or off-the-job) to fill any competence gaps.

Understands that coaching is also business development and trains and educates team to act upon this.

Adaptively:

Has the ability to quickly adapt to dramatic and continued changes in the workplace or environment or changes in the way things are done. Deals effortlessly with changes of policy and workflow, showing the ability to quickly adapt to changing work conditions. Has a high learning agility to either grow vertically or horizontally.

Guiding in the business:

Knows company's goals, objectives, strategy, needs, strengths, and weaknesses in order to understand the capabilities and resources available to address the market opportunities and are better placed to guide staff.

Guides teams to inform them precisely what is expected of them, in terms of behavior as well as results, so they are more likely to achieve the desired outcomes.

Is aware of all opportunities in OGP and translates this into strategic focus areas and strategy execution.

Communication:

Synthesizes information and can communicate the big picture to executive-level clients. As well as to peers and lower levels in the organization.

Gaining others’ support for ideas, proposals and solutions, and getting others to take action to advance work objectives.

Influencing through linking with other initiative

Qualifications & Experience:

• Bachelor level
• Minimum 10-year experience in aqua feed industry, 5 years in marine feed
  
  

Our organisation:

Nutreco is a global leader in animal nutrition and fish feed. Our advanced nutritional solutions are at the origin of food for millions of consumers worldwide. Quality, innovation and sustainability are guiding principles, embedded in the Nutreco culture from research and raw material procurement to products and services for agriculture and aquaculture. Experience across 100 years brings Nutreco a rich heritage of knowledge and experience for building its future.

Equal Opportunity Employer:

Nutreco is an equal opportunity employer; applicants are considered for all roles without regard to race, color, religious creed, sex, national origin, citizenship status, age, physical or mental disability, sexual orientation, marital, parental, military status or any other status protected by applicable local law. Please advise us at any point during the recruitment and selection process if you require accommodation. Nutreco is committed to compliance with all applicable legislation, including providing accommodation for applicants with disabilities.