Tessenderlo Group is a diversified industrial group that focuses on agriculture, valorizing bio-residuals and providing industrial solutions. The group employs approximately 4,600 people, is a leader in most of its markets and recorded a consolidated revenue of 1.7 billion EUR in 2019. Tessenderlo Group is listed on Euronext Brussels and is part of Next 150 and BEL Mid indices. Financial News wires: Bloomberg: TESB BB – Reuters: TESB.BR – Datastream: B:Tes

Our business unit Tessenderlo Kerley International supplies value-added liquid, soluble and solid plant nutrition in order to support growers in realizing efficient and sustainable agriculture . All of our fertilizer product brands are bundled under one all-encompassing brand promise: Crop Vitality™. This is because our dedication to give farmers the precise tools needed to stimulate the vitality of their crops is at the very heart of what we do – both today and in the future. Our global team of experts, agronomists and commercial advisers is characterized by a strong customer focus and has an outstanding heritage, as we are building on the expertise at Tessenderlo (in solid and soluble potassium based fertilizers) and the expertise at Kerley (in liquid fertilizers).

You are responsible for managing the sales activities and selected business development initiatives for the SOP and liquid business of Tessenderlo Kerley International in Middle East. It is crucial to develop and set in motion the sales strategy and you deliver on sales volumes and margin targets in the region (Middle East) through the use of high quality distribution channels.

Sales

• Develop and align on sales strategy with the marketing & sales director. Refine and implement this strategy.
• Lead the sales activities in line with the sales strategy.
• Use knowledge of market and competitors, identify and develop the company’s unique selling propositions and differentiators.
• Maintain the current distribution network, grow the business flow in the region, and work closely with the distributors to find win/win solutions on volumes and margins.
• Where appropriate, propose and implement new local distributor agreements.
• Propose local marketing and promotional materials and events, to stimulate product sales.
• Maintain and update an action plan per covered country, accountable for administrative tasks, market and business data capturing as required and reporting to hierarchical managers.
• Responsible for demand forecasting and advise on demand planning.
• Coordinate with the agronomist in order to realize a sound and accurate technical support.
• Ensure highest level of product stewardship on all products including product risk liabilities.
• Accountable for personal safety and that of local staff, where applicable.

Budget

• Meet sales and financial objectives
• Prepare an annual budget, both for sales and expenditures; analyze variances; initiate corrective actions.
• Submit periodic reports through the CRM system in place, as well as on specific demand of the hierarchical managers.

Stakeholder Management

• Engage actively in relevant industry organizations, cross-functional associations, and seminars/conventions/events that provide educational, networking, and lead generation opportunities.
• Network with and identifies potential new partners, new customers, and logistics providers in his/her territory and raise opportunities for improvement with hierarchical managers.
  • Establish highly effective relationships with distributor customers based on quality products, services and convenience
  • Monitor the customer needs and trends
  • Capture feedback from competitors and market evolution in order to evaluate the impact on the overall sales strategy.

People Management

• Provide day-to-day supervision of activities including management, coaching, training, motivation, and performance evaluation of the technical manager (agronomist).

• Master’s Degree in Agronomy (or equal by experience).
• 8-10 years commercial experience in fertilizers or/and crop nutrition, specifically in Middle East countries.
• Comfortable working in a matrix environment.
• Solid understanding of B-to-B international and regional environment, as well as economical, legal and regulatory aspects. Acts within guidelines and decision matrix.
• Excellent knowledge of financial concepts and business acumen.
• Entrepreneurial, assuming responsibility for performance, recognizing opportunities and acting efficiently, effectively and with integrity.
• Self-resilient, highly motivated and very strong communication skills.
• Prepared to travel regularly.
• Organized, disciplined, numerate and fact-based decision taking.
• Knowledge of usual software (Word, Excel, PowerPoint).
• English-Arabic languages required, knowledge of other languages is an asset.