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Key Accounts Management - Tanzania 

Role Purpose

• This role is responsible for building effective relationships with the key accounts in Tanzania to maximize Bayer’s seed and CP business by increasing customer satisfaction, loyalty, and ensuring business growth.
• Also, support the Customer Facing Squad (CFS) Lead for Tanzania and the Southern Africa Countries in the coordination and implementation of country commercial plans to deliver business outcomes in Tanzania by coordinating the tactical operations of the country’s customer-facing squads and delivery of key outcomes: Revenue, Profitability, and Day Sales Outstanding.

Key Responsibilities and Tasks:

• Manage the relationship, and develop the annual sales and campaign support plans for the key accounts in Tanzania
• Deliver accurate forecasts for the key accounts by closely working with the customer-facing squads (short-term and mid-term)
• Provide data-driven competitive and market information (competition actions, market trends, product performance/satisfaction levels, commercial acceptance, and regulatory issues) and share with the customer-facing squads and across the supporting units to support accurate business decision making.
• Coordinate business planning, forecasting, and budgeting processes with the customer-facing squads in the country.
• Coordinate the implementation of the commercial 90-day outcomes through the customer-facing squads.
• Coordinate effective cross-functional collaboration between the CFS and the other cross-functional teams to drive prioritized business initiatives, outputs, and outcomes.
• Play a coordination role between the customer-facing squads and the unit support squad in developing and executing appropriate campaign plans, go-to-market approaches, and demand generation plans to achieve country commercial outcomes.
• Support the Go to Market Lead in understanding the market dynamics and developing the right go-to-market strategies that will enable business growth.
• Support the Customer Facing Squad Lead (TZ and SAC) in coordinating the delivery of financial targets for both seeds and crop protection businesses (net sales, gross profit, SG&A, EBIT, and free cash flow) and ensure collection of receivables through the customer-facing squads.
• Support the Customer Facing Squad Lead (TZ and SAC) in coordinating with the finance and credit teams on the implementation of an effective credit management policy to support the sustainable growth of the business.
• Support the Customer Facing Squad Lead (TZ and SAC) to build, maintain, and leverage relationships with key external stakeholders in Tanzania, including the Government, Industry regulators, distribution partners, social partners, and seed/ crop protection market industry associations.
• Ensure implementation of stewardship measures as part of an integrated market solutions strategy at the customer facing squad level.

Qualifications, Skills, and Competencies:

• A minimum of a university undergraduate degree in business or agriculture-related fields. An additional master’s degree in business is preferable.
• A minimum of 10 years of experience in commercial sales with significant direct sales and team management experience, with at least 4 years in management. Experience in the agriculture sector is preferred.
• Strong knowledge of agricultural systems in Tanzania.
• Strategic and enterprise thinking orientation
• Strong judgment and decision-making skills
• Excellent networking and relationship management skills
• Strong change management skills
• Results orientation
• Proven track record of developing talents and building high-performing teams

Key working relations:

Internal

• Customer Facing Squad Lead SAC and TZ, Crop Science
• All customer-facing squads in TZ
• Sales forecast
• Sales effectiveness
• Customer interactions - TZ
• Campaigns and activations
• Partnership management
• Customer Marketing
• Agronomic excellence
• Regulatory Science
• Field Solutions,
• Finance Business Partner
• Corporate finance
• Supply Chain,
• Product Supply
• LPC

External

• Customers
• External stakeholders (e.g., Ministry of Agriculture, NGO's, the Government of Tanzania, TOSCI, TPHPA, etc.)
• Suppliers
• Local industry associations (Crop Life, Seed Association- TASTA)

Bayer welcomes applications from all individuals, regardless of race, national origin, gender, age, physical characteristics, social origin, disability, union membership, religion, family status and pregnancy. We are committed to treating all applicants fairly and avoiding discrimination.