Cargill Territory Business Manager in Philippines
Territory Business Manager
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.
Achieve sales operating plan objectives in assigned areas by prospecting for new accounts, developing and maintaining customer relationships, identifying customer requirements for feeds and customer requirements for existing Cargill Animal Nutrition (CAN) product lines.
Conducts Customer Prospecting Calls
Plans, organizes and prioritizes the following activities on a regular basis:
Dealers/POS: POS prospecting calls, POS appointments, POS follow-up calls, POS training;.
Feeders: Feeder Group Meetings (FGM), Proof and Testimonial collection, Caravan, Purina sa Barangay, other demand creation activities.
Identify key decision maker(s) by asking industry people questions on the Feeders, Farm Owners, Key Influencers, Veterinarians, Poultry Supply Store Owners,Store Clerk, etc.
Identify potential feed requirements by asking probing questions and listening to customers’ responses;
Documents and updates POS and Feeder information (e.g. POS and Feeder name and location, type of existing products used, POS and Feeder requirements for new products) on a POS/Feeder form to create a record of all customer prospects.
Distributes business cards, sales brochures and promotional information to customer locations to establish contact with potential customers.
Ensures that current agreements with existing dealers are updated on annual and quarterly basis. On a quarterly basis , if Dealer is under budget, recommend action plan to ensure that budget in the agreement is met.
Competitive Information Management
Obtain information about competitors’ products and integrates this information into DEMAND CREATION ACTIVITIES;
Provide latest Competitors pricing and promotional activities to the marketing group
Collection of competitor feed samples for analysis by R&T;
Collection of Competitors Proof
Analyse Profit Value Chain and Distribution Set-up of competitors
Gathers Competitors Customer Profile (Territory Audit)
Submits regular reports on market trends, industry situations and competitor activities.
Gathers and submits files of competitor products for market intelligence purposes.
Ensures that there are no out-of-stock situations in POS outlets
Assist and Communicates order information to Customer Services
Department (CSD) representatives, billing representatives and FSD Representatives to ensure timely processing of customer order for product.
Obtain additional information from customers to clarify any problems with product orders.
Discusses possible dates for product delivery with CSD and confirms delivery date with customers.
Quality Improvement Activities
Attends planning and review meetings and territory reviews to help forecast sales and develop strategies for closing sales cycles.
Attends team meetings and participates in developing creative solutions to existing problems.
Writes and delivers presentations in order to share information with other Salesmen and Managers.
Installs all marketing and merchandising materials such as posters, buntings, streamers, flyers, etc. in prominent areas in all POS in their designated area
Ensures that all marketing and merchandising materials are kept in good condition all the time.
Distributes fliers, samplers, posters, streamers, t-shirts and other items during FGMs, sponsorships and sampling efforts in designated areas.
Ensures that CAN products are displayed prominently in store outlets, paying particular attention to good stock display, clean products and highly visible shelf/display space for CAN products.
Submits weekly reports on the following:
Plan for the week, including demand creation activities on a daily basis and the planned result.
Result of the previous week’s plan detailing the reason for the achieved result. Cites success factors for sharing with Regional Sales Manager and co-Salesmen.
Monitors all competitor activities and report in detailed manner the possible effect to CAN’s strategies.
Monitors price of all commodities with impact to sales and Company operations.
Timely submission of Expense Reports, Cash Advance Liquidation etc.;
Proper maintenance and upkeep of assigned Company car and equipments (Celfone, Weighing scales, Overhead Projector, Camera and others issued and accountable to the salesman);
Safeguard and update documents issued by the Company such as Control Book, Speed Reports, Price List, Customer Profile, and others.
Update Delaership Agreements;
Coordination with Dealer Sales personnel;
Graduate of a Bachelor’s Degree, preferably in Nutrition and/or Animal Production or Animal Health.
Knowledge of Animal Science and Practical Animal husbandry is an advantage.
With at least three (3) years of progressive external sales and business development experience with a good track record in their field industry.
With strong analytical and conceptual skills.
Robust sales experience in a multinational or leading regional animal nutrition / animal health company is a strong advantage.
Strong understanding of Key Account Management, including good prospecting and closing skills.
Strong communication skills; good English skills are required.
Familiar with important business disciplines (i.e. finance, marketing, supply chain).
Primary Location Philippines
Job Type Standard
Shift Day Job
Req ID: PHI00242