Regional Commercial Lead Precision Ag - Mumbai

The Precision Agriculture team at FMC is building a portfolio of new applications and services. As the Commercial Lead, you will develop the go to market strategy for our applications. This responsibility will include identifying markets for expansion, working with regional and technical teams to prioritize plans across geographies, developing the pilot programs for those markets, preparing for commercial launch, and managing the product post-launch.

Responsibilities:

• Ensure the technical positioning of FMC's current and developing digital platforms for commercialization in the region assigned.
• Act as a technical reference for the commercial area, clarifying doubts and providing support regarding the positioning of digital platforms such as Arc™ farm intelligence, considering different conditions and local realities.
• Carry out positioning actions for platforms that require technical knowledge and/or have relevant scope (large accounts, collective, business activities, etc.), being responsible for aligning the definitions of these actions with Product/Culture Marketing, Regional Marketing and Commercial team.
• Execution of tool research confirmation areas, product demonstrations, as well as technical events for the positioning of digital platforms.
• Guide and train commercial teams (sales & marketing) regarding the positioning of digital platforms.
• Interact with influencers in the region to leverage sales and brand image, in addition to ensuring the portfolio's participation in their recommendations.
• Generate competitive information for R&D, Marketing and Commercial on the differentiation of the FMC portfolio versus the competition, based on information obtained from local agronomist consultants.
• When working with large end customers, technically influence the customers' decision-making chain.
• Support and publicize Marketing and Communication campaigns by cultivation to staff and clients

Key objectives:

• Align with local and regional leadership and commercial teams on the action plan to expand to different clients in the region.
• Align the Plan with Global and Regional Precision Ag guidelines as well as Product/Crop Marketing, in addition to budget alignment with GTM locally.
• Perform platform and product positioning activities, especially those that demand more technical knowledge and relationship with influencers (researchers, consultants and technicians), large accounts, customers with a technical profile, business and collective activities, such as events, lectures and training.
• Apply, deploy, train the commercial team, providing technical support with information and evidence from the platforms for better engagement.
• Monitor technical performance of the Arc™ platform: visit areas on demand to verify technical performance.
• Define and execute an Action Plan with influencers in the region in which it operates, including mapping influencers, proposing actions (training, product testing, events, etc.);
• Revisit the positioning of the digital platform portfolio to better position FMC products, by evaluating the technical performance of the product under different conditions (region/crop/client), covering topics such as application modalities for pest and disease control, seed treatment, among others.
• Align execution and provide weekly and crop closing reports to Marketing, Product and Cultivation Managers on the performance of their territory's portfolio.
• Carry out market development actions in pre-launches, to support the actions relevant to the launch plan.
•  Ensuring the execution of communication materials and sales support, in line with marketing guidelines: apply without changing the line of communication.
• Ensure the quality of technical actions in key producers in your region.
• Prospecting, analysis, registration, and visitation of influencers.
• Know, respect, and implement its activity plan in accordance with the strategic guidelines for market access, commercial, marketing and others related areas to develop activities in its region.
• Communicate and guide internal (commercial – sales  MKT) and external customers on the features of the tools, in particular Arc™ farm intelligence.
• Provide support to test new automatic tools and guide for the correct commercialization in different territories.
• Perform other tasks related to the position, as needed or at the discretion of your superior.
• Helping in the construction of Marketing campaigns for digital tools, with technical data and local content, as well as engaging the commercial team in publicizing it to the market.

Key decisions:

• Decision on Market Development actions (aligned with regional budget), following guidance, Marketing, Access and commercial;
• Prioritization of customers for strategic commercial actions, aligned with marketing and sales locally.
• Prioritization of influencers for strategic stakeholders / leadership
• Prioritization of channels for strategic business driving

Competencies:

• Focus on FMC digital tools Portfolio together with the key synthetic and biological products;
• High level of technical knowledge, portfolio and argumentation of the Arc platform, not only in pesticide knowledge, but in management as a whole.
• Good knowledge of MKT concepts and applies together with technical knowledge in the positioning of the FMC portfolio, daily activities, analysis and planning of the region.
• Behavioral skills for relationship, interaction, communication and ease to move between different decision makers (clients, influencers, consultants, area with FMC);
• Persuasion, good communication and proactivity.
• Be able to promote presentations and training for end customer teams (technical aspects)
• Business knowledge of rural production, management techniques, market, climate, logistics, nutrition, machinery, etc
• Analytical and critical reasoning to question current technical assumptions
• Acting with empathy, flexibility and resilience

KPIs:

• Commercial expansion of the Arc™ tool in the region assigned
• Retention rate & engagement of user customers
• Meetings with producers and – end of season meetings with customers
• Other direct activities developed to expand digital efforts
• Indirectly or supporting KPI, must be monitored by POG. I understand that POG should have a relevant weight – for this indicator to be in the MKT's zone of direct influence

Education:

Bachelor in Business or Agronomy Sciences/Engineer – MSc