NPP Business Development Manager Southern Africa
Job Id: 9779
City: Derdepoort Gauteng, Gauteng, South Africa
Department: Marketing
Employee Type: Permanent Full Time
Seniority Level: Associate
Role Summary: UPL South Africa is a leading company in the agricultural inputs industry. We have an exciting opportunity for a NPP Business Development Manager of South Africa. The main focus of this role will be to drive and execute business initiatives to contribute in reaching the regions allocated financial targets, with specific focus on NPP (Natural Plant Protection) products, which include BioSolutions, biological and plant nutrition products. Be responsible to drive the strategic agenda of UPL locally in accordance with Commercial strategic direction. Coordinate and plan strategy for allocated region in conjunction with regional UPL Business managers.
Role Responsibilities:
- Business development with B2B customers such as River BioScience, AECI Plant Health, Omnia, InteliGro, Bancella, Rovensa, etc.
- Be responsible for building and maintaining relationships.
- Identify portfolio gaps and needs – support and ensure Portfolio Managers capture business cases and get new products commercialized.
- Identify NPP products suitable for B2B deals, using daughter registrations, raw material supply agreements, proprietary blends, etc.
- Drive commercial sales (Commercial target for NPP-products to be met each year as part of KPI’s).
- Business development with UPL distributors such as Nexus, Protecta, CHC, etc.
- Be responsible for building and maintaining relationships with both Distributors and their customers.
- Identify development gaps and needs – support and ensure Portfolio Managers capture business case and get new products commercialized.
- Drive commercial sales with the regional Commercial teams by supporting in training sessions, product awareness, etc. (Commercial target for NPP-products as part of KPI).
- Assist Marketing Department in compiling marketing and training material for NPP-products to assist regional teams in improving sales.
- Alignment with Commercial Heads on pricing, go to market strategies, pipeline development, etc.
- Plan, implement and execute a Go to Market strategy for each country in Southern Africa with regards to NPP-products.
- Plan, implement and execute incentive schemes, pricing structures, etc. with the regional teams to improve margins and grow sales.
- Closely liaise with Portfolio-, R&D- and Regulatory colleagues on business cases, commercial trials, new products developments, etc.
- Attend relevant global meetings to stay informed of new product development opportunities.
- Ensure accuracy of NPP-budget for each country during annual budget cycle (focus on volumes, facing and margins).
- Monitor and report on competitor actions for Southern Africa.
- Attend relevant conferences, workshops, and other industry events to be kept informed of new products, market trends, competitor activity, etc.
- Report each month to Africa NPP Leadership Team on NPP sales, profitability, new product developments, business cases, product launches, marketing and training activities, competitor activities and risk and opportunities for each country in Southern Africa.
- Ensure that RSA NPP Plant forecasted volumes are complete, realistic and captured in a timely manner. Also liaise closely with Supply Chain to ensure that production can meet demand, and that any upsides and downsides are managed as efficiently as possible.
Internal Stakeholders:
- Liaises with Commercial, Development and Marketing on new product launches, technical training, focus products, marketing activities, demonstrations, and field events, etc.
- Liaises with Supply Chain, to ensure forecasting and stock availability.
External Stakeholders:
- Farmers
- Researchers and industry specialists
Knowledge, Skills and Experience Required:
- 5 years’ experience in crop protection industry in marketing & business development positions.
- BSc Degree or Diploma in Agriculture. BASOS and AVCASA certified.
- If not BASOS and AVCASA certified, will be required to successfully obtain within first year of service.
- Good business/market intelligence and excellent technical skill regarding marketing tools and strategies.
- Broad knowledge of agrochemical & Ag input business with good industry credibility and value chain expertise.
- Broad knowledge of crop cultivating and production methods.
- Good technical understanding of bio stimulant and innovative nutrition and key competitors in the market.
- General knowledge of the market and regulatory processes.
- Financial acumen with ability to understand basic financial principles.
Behavioural Skills Requirement:
- Must be able to liaise independently with various customers and stakeholders.
- Must get along and be able to work closely with Distributors and their representatives.
- Be part of the UPL team and be willing to add value to the broader country initiatives.
- Must be willing to travel and attend workshops, meetings, etc. when needed.
UPL COMPETENCIES:
- Adaptability & Resilience: Recognizes and is open to changing circumstances and alters behavior and scales up as necessary; increases personal awareness and appreciation of individual and cultural differences to create an open, inclusive, and accepting workplace.
- Results Orientations: Takes action, pursues goals with persistence and achieves results; communicates goals and vision to the team to drive enthusiasm and ambition.
- Strategic Orientation: Demonstrates knowledge of the social, economic, and environmental factors and how they impact the business. Identifies key issues that could impact the business and develops strategy through an analytical lens / design thinking.
- Building Teams and Talent: Empowers colleagues through knowledge sharing and delegation, quickly establishing rapport; provides recognition for achievements and accomplishments.
- Customer Centricity: Understands the customer needs and pain points, fulfills the needs and expectations by focusing on creating value for customers.
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