About The Role
The Zone Sales Lead (ZSL) is accountable and responsible for driving overall business performance of the zone in both seeds and CP including but not limited to out to dealer (OTD) or sales, out to retail (OTR) and out to grower (OTG) in his/her designated zone. He / She is expected to lead and manage the zone commercial team connecting top-line delivery with Demand Generation and Demand Fulfillment execution including programs that drive channel, retailer and farmer programs, identifying and capturing growth opportunities and productivity improvements and mitigating risks impacting zone business targets.
Key Responsibilities
- Manage and lead entrusted zone according to general objectives of the company and represent Corteva in commercial and technical relations within the assigned geography
- Drive, co-develop and execute on the route to market strategy to support growth initiatives
- Balance and optimize resource (financial and workforce) utilization to support business and productivity targets
- Collaborate with internal and external stakeholders in mining market and competitive intelligence and trends and propose short- , mid- and long-term inputs to commercial strategy
- Drive and lead inputs to key signature processes specifically IBP, E2E sales campaign planning process incl. local zone and district reviews
- Develop and execute related processes / framework (e.g. 9 Box, SIC, CTN) and enablement plans to support capability development of the zone commercial organization and external relationships effectively
- Proactively develop and implement local and enterprise-wide initiatives and improvements supporting growth ambitions, pricing and working capital improvements (e.g A/R, GTN, SIC, inventory) and commercial effectiveness concerns (e.g. digital enablement and transparency, productivity)
- Enforce and enable operating disciplines connected with IBP, customer service (e.g. commercial policies, commercial agreements, etc.) in compliance with local and organizational policies
Competencies
Core to the role
- Balanced outlook customer orientation vs internal stakeholder expectation, external vs internal, short-term vs long-term
- Strong commercial and financial acumen
Drives results orientation & accountability
- Curious and challenges status quo
- Able to bring team together to drive common objectives
- Able to collaborate with multiple functions
- Demonstrated ability to deliver results and meet tight schedule deadlines
- Strong written and oral communication skills
- Develop team and healthy succession pipeline
- Able to make tough decisions equitable to Corteva and external stakeholders
Functional (technical)
- Strong customer orientation and knowledge of local agriculture market
- Strong knowledge of core sales operating processes
- Clear understanding of the levers of driving customer satisfaction and overall commercial effectiveness channel and farmer
- Demonstrated capability in leading and managing both fixed and variable field force resource planning, evaluation, remediation
- Knowledgeable in product/solutions offerings (techno-commercial)
- Strong networking and communication skills
- Flexible and willing to relocate as needed
- Frequent Travel
Minumum Qualification
- Education: Bachelor's degree in business, Marketing, Agriculture, or a related field
- Experience: Minimum of 5 years in Sales or Commercial Leadership Roles, preferably in agriculture or related industry
- Skills:
- Strong leadership and team management abilities
- Excellent communication and interpersonal skills
- Proven track record of achieving sales targets and driving business growth
- Ability to analyze market trends and develop strategic plans
- Proficiency in using sales and CRM software
- Other Requirements:
- Willingness to travel within the designated zone
- Ability to work independently and as part of a team
- Strong problem-solving skills and adaptability
