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Commercial & Market Development Director

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Yara Argentina is redesigning its commercial sector to achieve the proposed objectives of growth, in order to capture new market opportunities to ensure that profitable business growth is accelerated and that commercial success is achieved optimizing resources inside Business Unit Latin America.

The commercial structure is based on one Commercial Manager Regional Economies & Specialties and one Commercial & Market Development Director which has two directs reports, one Manager South and one Manager Center. The Commercial & Market Development Director will inform to the head of Yara Argentina

Job Purpose

To develop, lead and manage the commercial activities of the business.

To develop and implement an innovative, growth focused commercial strategy, focusing in existing products, new product areas and emerging markets.

To ensure that profitable business growth is accelerated and that commercial success is achieved.

Optimize resources and align with the way of working inside Business Unit Latin America.

 

 

 

Sus responsabilidades

  • Developing and implementing the commercial strategy for the business
  • Understanding the value drivers of the business and identifying profitable commercial opportunities to grow revenue and market share
  • Developing and maintaining an excellent understanding of the key customers/target audience to ensure that their needs are being met and that their business is retained
  • Working closely with the Country Manager to manage key customers (existing and new), thereby improving turnover and profitability
  • Reviewing existing products, services and markets
  • Undertaking market research and analysis and producing business plans/recommendations (including all associated costs and forecasted revenue for the business), to ensure that all business development opportunities (new products, services and markets) are optimized
  • Championing and leading each new product or service development, from innovation through to successful implementation across each business function, to enable it to become a core part of the business
  • Reviewing and assessing the potential to develop strategic partnerships with sector specialists
  • Assessing the risks to the business of any new commercial opportunities
  • Ensuring that regular reviews are carried out with customers, to ensure that their needs are being met and that excellent customer service is achieved and, developing future improvements/services for the customers
  • Representing the company externally e.g. at networking events, conferences and exhibitions to enhance and strengthen the company’s profile and optimize all business development opportunities (e.g. at AAPRESID; AACREA; Fertilizar)
  • Liaising with relevant internal departments (Supply Chain & Finance) to ensure that customer needs are met and that customer requirements are fully communicated throughout the business
  • Maintaining an awareness of external factors (including competitors, nutrition developments, government business initiatives, current and proposed legislation in relation to commercial activities) which impact the business. Communicating such information and any subsequent changes to the Country Manager
  • Communicating with all major stakeholders (internal and external) to achieve business objectives
  • Collating and analyzing business data pertaining to all commercial activities
  • Ensuring that all commercial activities meet or improve on budget, cost, volume and efficiency targets (Key Performance Indicators (KPIs)) in line with business objectives
  • Responsible for the preparation of management reports from the area (Management highlight - quarterly follow up of KPI Biweekly - Roadmaps)
  • Ensuring good relations and communications with all members of the team (MT and others)
  • According to Yara´s values
  • Lead by example and comply with the Code of Conduct
  • Lead by example and comply with HESQ
  • Observing and complying with company Standard Operating Procedures (SOPs)
  • Undertaking any other duties which may be requested by the Country Manager

Sus cualificaciones

Essential Requirements:

  • Impressive, demonstrable track record and skills/experience gained within a similar position(s), at a similar level
  • Strong leadership skills and experience
  • Credible and confident communicator (written and verbal) at all levels
  • First class presentation skills
  • Ability to build strong external relationships to enhance and strengthen the company’s profile
  • Expert negotiating and influencing skills
  • Innovative with entrepreneurial flair
  • Proven strategic aptitude and ability
  • Ability to influence at a senior level, both internally and externally
  • Tenacious and results driven with sound business judgement
  • Passionate about achieving high levels of excellence
  • Highly energized and motivated with a high level of commitment
  • Customer focused
  • Ability to work collaboratively with others to provide a high quality service
  • Strong analytical and problem solving ability
  • Excellent project management skills
  • Hands-on approach, with a ‘can-do’ attitude
  • Ability to prioritize, demonstrating first class organizational skills and time management skills
  • Excellent attention to detail, with the ability to work accurately in a busy and demanding environment
  • Self-motivated, with the ability to work proactively using own initiative
  • Committed to learning and development
  • Good IT skills e.g. Microsoft Office (Word, Excel, PowerPoint and Outlook)
  • Level of education: Agronomist – MBA
  • Language: English Advanced level

Highly Desirable:

  • Previous experience gained within the fertilizer markets
  • Knowledge and understanding of the fertilizer markets