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Business Development 02/28/2020

Regional Category Manager MEA – Mycotoxin Management (MM) and Feed Quality (FQ)

Job family : Business Development | Position : Sales | Area : United Arab Emirates | Region : Dubai | Contract : CDI |

Key responsabilities

Scope of the position:

The Middle East & Africa Regional Category Manager for MM & FQ products is the product champion of the Categories, he/she supports the regional sales teams in selling its products & solutions. He / She ensures regional sales and profitability of the categories, he/she analyze and challenge the adequacy between sales budget and resources (quantity and quality) in the region.

 

Responsibilities:

  • Responsible for the MEA Sales of full MM & FQ portfolio. These portfolios include mycotoxin deactivators, mold inhibitors, feed sanitation products, antioxidants and pellet binders.
  • Defines MM & FQ pricing and volume forecast for the product portfolio, in line with MEA Sales Team
  • Responsible to the MEA Marketing and Technical Strategy (including the MEA competitive intelligence analysis) of full MM & FQ portfolio together with the MEA Team and in collaboration with the categories Global Marketing Managers and Global Technical Managers
  • Contribute to the MEA Technical Strategy of MM & FQ full portfolio, together with the MEA Technical Team
  • Validates and contributes for sales targets proposed for each MEA GKA targets with GKA Directors

 

 

Key missions:

  • Be the product champion and market expert:
    • train and support sales teams & distributors, be a sales enabler
    • Bring to the Sales teams and the distributor any demanded support on the product including its technical aspects – participate to fair and trade events, meet customers with the Sales teams, prepare presentations and documentation to answer customer questions
    • Gather data for market intelligence
  • Be co-responsible with the regional director and area managers of the sales budget (sales, margin, forecast, resources planning, development pipe in ACE)
    • Define key business objectives
    • Accountable for the competitive and market intelligence with global & regional marketing teams
  • Be “the link” between the Category team & the Region
    • Be responsible for the launch of products / solutions.
    • Work closely with Regional marketing and technical team, and other RCM of the Category in order to customize / build offer that fit RKA and GKA needs.
    • Visits Customers to understand specific needs and trends and articulate them for the Category and Region teams.

 

 

KPIs:

  • Regional Category Sales (volume, ASP, market penetration, market share, growth rate, customer gain & retention).
  • Forecast accuracy
  • Update & accuracy of market & competitors’ data
  • Sales project pipe and GKA/RKA action plans
  • Customers’ satisfaction
  • Success of product launch
  • Product proficiency of sales team (including distributor)

Dimensions:

  • Direct reporting staff: none
  • Travel: approximately 60% of the time

 

 

 

 

 

 

 

Main Skills

Skills:

Ability to motivate, convince and lead

Customer and sales oriented

Energetic and self-driven

Communicative

Analytical

Creative

People and project management skills to interact with colleagues, cross-functional teams and third parties.

 

 

Education:

Agricultural engineering, Nutritionist, DVM, Marketing or Business degree (optional)

Language: English and at least one language of the region.

 

Work Experience:

5+ years’ experience in the feed industry in technical, marketing and/or sales positions

 

Languages:

English, ideally Arab and/or French

Return to career offer 

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