Overview
The Canadian Commercial Manager will build and lead all business in the Canadian market. The priorities of this position to work with customers to achieve sales objectives and manage the day-to-day P&L, and plan and execute business plans. All Canadian employees and contractors will report to this role. This position will report directly to the CEO located at Sipcam Headquarters office in Durham, North Carolina. The desired location of Canadian Commercial Manager is a major Western prairie city.
Essential Duties & Responsibilities
- Full P&L responsibilities including expense management, gross margin and EBITDA
- Build and lead a 5 year medium term business plans (MTP)
- Lead the Sipcam Agro Canadian sales team to achieve account plans, annual sales and profit objectives
- Transform the portfolio from commodity products to biostimulants and biorationals, new products, and value added products
- Manage and continue development of the Field Max Program
- Plan and develop business strategy resourcing appropriately
- Work effectively with marketing team to develop new market, products, and plans & programs
- Set targets for growth, participate and contribute toward the achievement of targeted customer, team and individual objectives
- Effectively position Sipcam Agro products and services with local, regional, national, and buying groups distribution
- Build and lead the Canadian customer strategies with key customers and other centers of influence
- Lead and develop product and program concepts that drive profitability
- Prepare and deliver weekly business reviews and report monthly on targets and potential business
- Represent the Sipcam Agro at public events such as tradeshows and conferences
- Exceed established sales and gross margin targets on a monthly, quarterly, and annual basis
- Manage costs within budget and implement budgets effectively through sales team
- Accountable for major national and key accounts
- Complete sales forecast, call reports, financial reports and ad hoc reports on a timely and accurate basis
- Identify, escalate and solve account related issues and problems promptly
- Gather data, document, format, and analyze to report on business objectives and results
- Effectively manage sales team, set goals, review results and individual performance
Qualifications
Education & Experience
- A minimum of a bachelor’s degree in business, Agriculture or Marketing preferred or similar degree
- 10+ year managerial and sales experience with large national customers in agriculture and crop protection
- Biostimulant experience is a plus
Key Skills & Competencies
- Must possess the ability to lead, motivate, and influence others to exceed set objectives
- Excellent coaching, delegating, problem solving, decision-making skills
- Demonstrated ability to diagnose performance issues, set goals, establish measurements, and confront deficiencies
- Proven self-starter with a strong work ethic
- Proven track record of over-quota performance
- Thorough understanding of sales methods and practices
- Industry-specific sales and contract negotiation experience
- Marketing Database experience preferred
- Ability to work within a team-oriented environment to achieve common goals and objectives
- Must be customer centric and service oriented
- Minimum of ten years complex selling environment experience
- Well developed interpersonal relationship and communication skills
- Excellent presentation skills
- Proficiency of all Microsoft Office products
- Ability to travel up to 50% of the time
