Cargill Commercial Lead (Additive and premix) in Bangkok, Thailand
Commercial Lead (Additive and premix)
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.
Position Purpose & Summary:
Cargill Animal Nutrition (CAN) seeks to become the trusted advisor to its customers through a practical and applied approach to delivering industry leading nutrition solutions. Through Cargill’s Premix and Nutrition (CPN) business, we bring technical solutions and innovative product concepts to our customers. We aspire to be our customers’ trusted advisor when evaluating decisions to optimize their financial performance.
The incumbent is responsible for driving commercial growth of CPN’s technical and nutrition offerings to livestock producers in Thailand. This includes active leadership in building, developing, and maintaining customer relationships and deploying technical solutions to address customer needs in the location. Typical work activities include:
Responsible for commercial growth, expanding CPN’s presence with animal producers.
Responsible for developing new accounts, and negotiating sales terms which satisfy customer and CPN’s objectives.
Provide local technical support to customers, applying proprietary technologies from CAN’s portfolio.
This role operate as the main point of contact to our customers, working directly with end users. The majority of this individual’s time will be spent in a customer facing environment managing commercial priorities and troubleshooting technical matters ranging from: formulation, nutrition program design, and production management best practices.
50% Commercial Leadership and Growth
- Commercial Leadership: Builds, develops, and leads the market in delivering CPN’s unique set of technical offerings. Constantly reinforces the development of sustainable commercial capabilities that will position CPN as the Trusted Advisor to its chosen customers and help achieve the following:
o Develop new market opportunities with commercial activities in the market
o Sales targets for profitable volume growth and strategic objectives for the market
o Sales excellence capability (including Key Account Management)
o Deep customer understanding and relationship building with key decision makers in each significant account
- New Business Development: Executes business development plans and growth strategies for new and existing offerings. Identifies new prospective customers and qualifies new sales opportunities, including:
o Deeper market penetration of core product offering such as Young Animal Nutrition, Basemix, Concentrates, Custom Premix and Technical Additives.
o New customer development
o Leverage proprietary IP to address customer needs, linked to product sales
- Existing Account Management: Initiates, develops, and maintains customer working relationship with external/internal customers/clients, including:
o Translates business plans and sales strategy into account specific growth plans.
o Positions Cargill’s portfolio of products/services for most favorable opportunities by presenting the company’s capabilities and solutions.
o Build and execute strategy to achieve sales targets and volume growth goals.
o Lead customer-facing efforts to generate demand.
o Ensure customer satisfaction and maximize return on investment for existing accounts
Builds relationships with key stakeholders, influencers, and decision-makers to ensure that margins and sales goals are exceeded through a solid understanding of the customers’ needs and ways to enhance CPN added value proposition.
Monitors closely the customer relationship for continuous value creation and performance optimization opportunities.
Maintain up to date account plans for key customers.
Supports customer needs through effective collaboration with Customer Service/Supply Chain/Operations/Procurement professionals to ensure availability of raw materials and ability to meet customer specifications and timelines. Ensures that customers are satisfied and that any inquiries, incidents and/or issues are resolved in a timely manner.
Achieve sales targets for profitable volume growth and strategic objectives in assigned accounts.
Ensures customer retention and satisfaction while maximizing customer’s ROI opportunities
Executes customer pricing programs within guidelines established by pricing policy and procedures. Collaborates with sales management and provides feedback on pricing strategy competitiveness and application.
Perform intermediate level customer-level technical support related to nutrition formulation, animal husbandry practices, production management, etc.
Identify complex or advanced customer production performance issues and opportunities, and engage appropriate support from the Local/Regional/Global technology team to provide technical solutions.
Organize, provide and/or facilitate technical or product field training for key stakeholders, including customers, distributors and/or colleagues.
Stay current on Cargill Animal Nutrition Technical developments, and be able to transfer relevant insight to customers.
Bring a practical, applied approach to animal production practices, with a firm understanding of animal nutrition.
Partners with the immediate network of business/functional stakeholders to exchange ideas and development of new concepts and service program (i.e. Strategic Marketing & Technology platform, marketing/brand specialist, solutions/technical sales specialist, technical services consultants, product line managers, etc.).
Leverages and develops external network contacts (i.e. industry related contacts).
Leverages Sales and Marketing support functions to assist on sales efforts. Executes on sales/marketing strategies and tactics (i.e. product/market segmentation, pricing, channels of distributions) utilized by the business.
Utilizes sales and marketing support functions to assess competitor capabilities along with comparisons to business’s capabilities to determine gaps and to position account offerings against competitive options.
Assists where applicable and resolves issues, disagreements, and clarifies misunderstandings with customers, teammates, or supervisors to enhance account performance.
Education, Experience, Skills:
Minimum Required Qualifications
Minimum a Bachelor’s Degree in Animal Nutrition and/or Animal Production or Animal Health.
Knowledge of Animal Science and Practical Animal husbandry.
Minimum 5 years of progressive external sales and business development with a good track record and experience in the Industry.
Proven leader with strong analytical and conceptual skills
Robust Sales experience in a multinational or leading regional animal nutrition organization.
Strong understanding of Key Account Management, including good prospecting and closing skills.
Strong communication skills with fluency in English and one other local language.
Ability to develop and present a business solution
Familiar with important business disciplines (e.g. Finance, Marketing, Supply Chain)
Familiar with farm concept selling
Familiar with concepts, practices, and procedures within the B-B sales preferably in farm direct selling
Robust Sales experience in an animal health organization.
Possess a balance of technical skills and business acumen to identify opportunities for optimizing our customers’ production results.
Own strong knowledge of livestock production industry in Thailand, including a deep understanding of producer economics and industry trends.
Possess and continuously develops solid knowledge of the customer business strategy, requirements/needs and competitor offerings.
Develops extensive industry knowledge across a broad and/or specialized spectrum of products / services / segments / channels as well as direct competitor’s offerings
Broad commercial and technical perspective in Cargill Animal Nutrition’s activities in Asia. Extensive interaction with local, regional and global business units and functions. Formal and on-the-job training for commercial leadership and applied nutrition across species and customer segments in the industry.
Primary Location Thailand-Bangkok
Job Type Standard
Shift Day Job
Req ID: BAN02788