Cargill Deputy Commercial Director in Singapore
Deputy Commercial Director
Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 150,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.
Position Purpose and Summary
Cargill Animal Nutrition (CAN) seeks to become the trusted advisor to its customers through a practical and applied approach to delivering industry leading nutrition solutions. Through Cargill’s Premix and Nutrition (CPN) business, we bring technical solutions and innovative product concepts to our customers. We aspire to be our customers’ trusted advisor when evaluating decisions to optimize their financial performance.
The Commercial Director (CD) has P&L responsibility for CPN’s Asian Market business across 6 Asia markets via direct and distribution channels. The market coverage include Indonesia, Malaysia, Myanmar, Pakistan, Australia and New Zealand. Serving as the business lead, the incumbent has the following responsibilities:
Responsible for commercial growth, expanding CPN’s presence with home mixers, feed millers and integrators in the responsible markets. Typical work activities include:
Actively engaging the strategic accounts and prospects. In fact, majority of the incumbent’s time will be spent: engaging with key clients and prospects, sales leadership, team leadership and talent management, pricing and margin management, strategy development and business planning
Manages a diverse regional sales team with employees located in the respective markets throughout Asia and activates them to execute the business plan.
Personally leading the key projects, driving customer focus, business profitability and growth initiatives.
Work across teams to execute the company’s go-to-market strategy and extend CPN’s technical and commercial reach with customers.
Achieve business results, particularly in the areas of: Financial Performance, Employee Safety, Employee Engagement, and Executing Strategic Initiatives.
Commercial Growth – Build, Develop & Maintain Internal/External Customer/Client Relationships
Leads the strategic development, tactical deployment and execution of sales plans and goals. Ensures that the sales organization/teams continuously build and develop integrated relationships with external/internal customers.
Ensures customer connectivity philosophy is deployed at all levels of the sales organization and takes direct responsibility for customer satisfaction and business retention. Directly or indirectly maintains and pursues relationships with high level strategic and transactional customers/accounts and collaborates closely with senior level leadership to support the development of deep customer relationships.
Champions and supports the sales/account management teams to achieve the overall success of customer relationships by delivering significant business/financial impact for the defined portfolio of products/services and the customer. Identifies and informs the need for improvements or enhancements to the portfolio of product and services.
Ensures fully maximization of the value of the account and Cargill’s potential to further develop the business relationship with the customer and broader network of internal constituents.
Commercial Growth - Research & Identify Customer/Business Needs
Implements and monitors alignment of the sales organization activities aimed at exploring customer’s competitive intelligence, needs, and requirements.
Oversees and ensures strategic alignment of long-medium term business drivers and capabilities as well as execution of tactical marketing/sales planning strategies and approach as it relates to product/market segmentation, pricing, channels, etc) to ultimately deliver value-added solutions.
Leverages and possess deeper industry/market intelligence and collaborates cross-functionally to identify and to inform emerging industry trends, business opportunities, and potential value creation and optimization generated from innovation discoveries.
Develops a deep understanding of the markets in which the sales team operates, and knows what is required to successfully operate in the respective market/industry/segment. Understands value proposition beyond pricing as well as competitors’ strengths and weaknesses.
Partners with cross-functional stakeholders (i.e. Product Line/Brand Managers) to provide direct input and support to the product line strategy, to support the innovation pipeline, and to ensure a constant stream of new products/services aimed at adding value to the product line portfolio.
Informs the sales organization of market trends, competition, and cross-functional account specific initiatives that can be leveraged across immediate sales teams and across multiple business.
Commercial Growth – Solution Proposal & Development / Negotiation and Sales Execution (Sales Planning Development and Implementation)
Serves as strategic/tactical enabler to the development of strategies, processes, and control mechanisms to effectively execute the sales plans, vision and goals across the portfolio of products/services.
Responsible for translating and executing the effective management of the sales/account planning process. Develops and implements the business value proposition and deploys consolidated action plan aimed at improving effectiveness in prospecting, cross selling, management/renewals of high risk/strategic accounts, finalist presentations/negotiation and execution of contracts.
Leads and supports the team in defining the competitive landscape for the sales organization. Identifies and prioritizes product growth and new product opportunities and services through customer feedback insights, customer needs, and business capabilities.
Identifies and develops the key customer segments, understands capabilities, and oversees executions of sales plans and goals.
Ensures that the sales organization is managed proactively from target identification, prospect and proposal development, effective positioning and presentation.
Ensures and closely monitors that existing business is managed proactively to mitigate risks, and to identify growth opportunities and to increase margin contribution.
Defines the minimum pricing strategy and allocation decisions for each product/service to ultimately drive profitability according to market demand and competition. This includes developing strong partnerships between field/account sales management, marketing, product line managers, operations, supply chain channels, etc.
Directly or indirectly negotiates complex/customized contracts that involve long/medium-term, advanced negotiation techniques.
Coaches team on negotiation techniques; from gathering information from multiple resources through demonstrating control and understanding of buyers needs to achieve “win-win” outcomes
Directly or indirectly establish and administer territory management and planning processes for complex geographic areas. Allocates resources based on territory coverage design and implementation requirements.
Commercial Growth – Performance Targets, Measurements & Results
Translates long-term sales strategy into defined and quantifiable sales objectives, goals and definition of targets (i.e. growth rate, gross-margin contribution, profit criteria, revenue). Responsible for the development and execution of the detailed plan of activities to pursue, reassess, and ensure sales targets and goals are achieved.
Develops and monitors performance standards for the sales organization. Directs and defines priorities in order to achieve sales volume objectives for the defined portfolio of products/services.
Develops and monitor long/medium-term sales forecasting and measurement processes that incorporate most complex market variations to support the overall business strategy and organization’s goals.
Leads the strategic development, tactical deployment and execution of sales targets and performance program(s). Consolidates and monitors aggregated team performance by establishing performance metrics, control mechanism and supporting systems.
Monitors closely and adjusts to ever changing market conditions and adapts/creates new performance metrics that will effectively drive desired performance. Champions change management efforts to increase overall sales team effectiveness.
People, Talent & Budget Management
Develops and implements an integrated talent management programs to attract, train and develop top sales professionals and to ensure optimum level of workforce engagement.
Holds direct/indirect reports accountable for actively addressing engagement issues and promotes best practices in sales effectiveness and engagement areas.
Champions and deploys the “Cargill Sales Effectiveness Framework” and drives team work culture and alignment to goals.
Responsible for developing strong sales leaders (at all levels) inclusive of a more diverse workforce by seeking multiple approaches to source/attract diverse talent and resources allocation.
Has direct accountability for the sales workforce planning and staffing; identifies the critical skills and knowledge required for optimum job performance; champions the recognition of the best contributors; and identifies/removes barriers to performance.
Develops and deploys metrics to assess, develop, and promote people. Oversees training and on-boarding of new/transferred employees as well as workforce engagement, recognition, development, retention, succession planning, and coaching.
Administers, completes and/or oversees Cargill Performance Measurement Plans (PMP) and establishes development goals aligned with business and sales management strategy. Identifies and develops key talent to support future business needs.
Coaches and develops the sales team and defines career growth paths (directly or indirectly). Identities skills gaps and creates targeted developmental plans. Provides straightforward feedback; addresses performance issues by implementing actionable developmental plans and executes for all employees.
Partner with relevant stakeholders (e.g. HR) to develops and monitors total sales compensation plans to ensure best fit of business strategy, sales goals and objectives (i.e. farmer vs. hunter approach; strategic vs. transactional). Ensures compensation communication is delivered timely and appropriately; and is aligned with individual performance factors, country market data, and internal guidelines.
Responsible for overall sales budget within defined area of scope. Manages resources assigned to the portfolio of products and services to efficiently and effectively deliver all sales operations services.
Partner with the human resource to drive people-related activities such as culture building (e.g. CAN Green Book activities) and employee experience (e.g. employee engagement and recognition program).
Education, Experience, Skills
Minimum a Bachelor’s Degree, preferably in Business, Economics, Animal Nutrition and/or Animal Production or Animal Health.
Strong knowledge of the Animal Nutrition Industry.
Over 10 years of professional experience demonstrating success in roles of increasing responsibilities.
Exceptional sales/marketing skills and track record of business development and sales leadership.
Business leadership in a multinational or leading regional animal nutrition / animal production company.
Fluent in English and at least one other local Asian languages.
Exceptional business acumen, with ability to develop and execute long- and short-term strategies.
Primary Location Malaysia-Kuala Lumpur-Kuala Lumpur
Other Locations Thailand-Bangkok, Indonesia-JW-Jakarta, Singapore
Job Type Standard
Shift Day Job
Req ID: KUA00326