Commercial Lead

Commercia leader is a key role to drive our business ambition to execution.The leader in this role, will actively support the Commercial Unit Head in the business growth of the unit by participating in the planning and definition of short and long-term strategy and executing the commercial strategy ensuring that area targets are met in order to contribute to the overall success of our company.

This is a key role to develop plans and processes to improve ADAMA`s operational efficiencies, influence by simplifying structures, reallocating resources, eliminate work redundances, ineffective process and focusing on commercial competitiveness in the market, building strong relationship with customers to maintain good revenue growth, exploring and analyzing market trends and identifying new opportunities in assigned region and increase GM profitability. In addition, this role will be responsible to motivate, encourage and support team members to build a high-performance

KEY ACCOUNTABILITIES AND RESPONSIBILITIES

• Accountable for executing strategic objectives defined by the Commercial Unit Head. Identify growth opportunities in Agan Local Market, expand profit margin, and ensure that the existing business is managed to mitigate risks; support broader business strategies by aligning activities with overall company strategies.
• Accountable for revenue growth and for developing, aligning, and translating overall business objectives into sales directives, performance targets and goals.
• Accountable for WP & 5YP implementation and achievement of financial KPIs.
• Manage business activities focusing on operational efficiency participating in regional/global supply activities to make sure the countries will have available stocks On Time In Full.
• Drive commercial innovation and change through continually seeking and implementing creative and innovative solutions for customers.
• Ensure compliance and enforcement of company policies by championing a culture that aligns with company values.
• Participates in management reviews for the countries’ overall performance.
• Foster focused resources and cross-functional teamwork.
• Create harmonious working environment, train and mentor staff and motivate all team members to perform efficiently.
• Performs additional duties as required.

MEASURES OF SUCCESS

People Development:

• Mentor and coach commercial and non-commercial teams to build plans that include an ‘after sales’ customer satisfaction mindset alongside delivering strong performance across the region.
• Solve issues related to customer KPIs by aligning the inventory team goals to the long-term goals of the organization and the GTM strategies in each market.
• Drive continuous improvement mindset/environment and create innovative tools and processes for simplicity & effectiveness.

Strategy:

• Know the business very well to be a trusted partner to the Commercial Unit Head on operating planning and decisions.
• Ensure the best on-time performance and develop strategies to improve timely delivery of stocks.
• Implement strategies that reduce costs while improving efficiency in the countries of influence.
• Partner with other departments such as product management or commercial excellence to communicate needs and maximize whole team alignment.
• Analyze business functions and market trends to anticipate demand.

Continues Improvement

• Identify opportunities to improve effectiveness and efficiency with customer facing operations across all functions.
• Driving operational improvements throughout the distribution channel.

Customer Orientation

• Building relationships with key clients and staff.
• Ensure business excellence and supply leaders across the countries are business/industry savvy with a strong connection to the customers (internal and external).
• Ensure profitability and business health is a top priority by better ensuring production plans are better forecasted and delivered on schedule.

CRITICAL EXPERIENCES FOR SUCCESS

To be successful in this role you will have/be:

• Strong commercial awareness, strong client liaison skills, project management and team leadership.
• Demonstrate sense of urgency and time effectiveness
• Identify, evaluate and communicate risks and opportunities on a timely basis.
• Build and foster solid business partnering relationships with internal and external customers, the Sales and Marketing Organization
• Collaborate in various cross-functional ad-hoc marketing and commercial projects in support of the Commercial Unit Head.
• Build trust, value differences, and delivers results.
• Strong interpersonal, employee development, performance management and leadership skills.
• Expertise in running sourcing initiatives and vendor selection processes, as well as supplier quality and performance accountability scorecards.
• Strong financial acumen with consultative, analytical, and problem-solving skills.
• Strong negotiation skills with experience negotiating commercial terms and service level agreements.
• Ability to commit to ADAMA values.

Education:

• A Bachelor’s degree in Agriculture or another applicable field.
• MBA/master’s degree a plus.
• Must have fluency in Hebrew & English Written and Verbal.

The following experiences are preferred:

• 10-15 years’ experience in crop protection industry.
• Solid business experience in multifunction environment - Marketing, Product Development and Regulatory
• Demonstrated record of building and maintaining effective working relationships with customers, peers, subordinates and management.
• Ability to mentor team on commercial and technical issues.