Beijing

China

Sales, Customer Service & Origination

The role is managing and developing all ADM Feed Additive & Ingredient (FAI) businesses in China. He/she is fully Operating Profit responsible for the FAI business in the area of responsibility. He/she is furthermore responsible for developing the overall FAI marketing plan and sales support of all FAI products. He/she designs, develops, and executes marketing strategies and advises in advertising and promotional activities, research and evaluation and launches of new products. The ideal candidate should have excellent marketing and sales capabilities and at the same time able to have sound technical knowledge which allows him/her to explore new markets and businesses. The ideal candidate will also manage most important strategic key accounts.
KEY ACCOUNTABILITIES
1. Direct and oversee sales & marketing activities for China. Formulate FA&I business strategies to achieve agreed sales, margins and market share objectives for China FA&I.
2. Manage costs according to agreed targets. Structure resources, people and expenses to achieve marketing and sales results according to the agreed budget.
3. Detail and implement the strategic roadmap, major projects, to exponentially grow the ADM FAI business.
4. Manage, motivate, train and evaluate distributors/agents. Selection/ screening and appointment new distributors . Visit customers and prospects, negotiate prices and prepare offers/quotations, budget responsibility (volume and margin) for geographical markets.
5. Direct and implement the annual Marketing Plan and Distributor Business Plan with Global FAI Business Development and Product Managers
6. Marketing responsibility; decides on a suitable product positioning (including pricing recommendation) and defines focus points for developments in the countries.
7. Conveys the Sales & Marketing strategy into regional and global levels, requests for necessary external support and communicate within ADM Animal Nutrition on needs and opportunities
8. Ensures in depth intelligence of market conditions and competitor data and develop marketing strategies and provide market data and is responsible for top-line budget-reviews.
9. Oversees and participates in training of staff and customers by transfer of knowledge within and outside the organization - through training sessions, seminars, mailings and conferences.
10. Manages and oversees launch of new innovations as well as oversees product-management.
11. Gives input to the ‘Advertising & Promotion Plan’ to bring a message across that is in line with the marketing strategy - through advertisements, editorials, exhibitions, seminars, mailings and other promotions [in co-operation with the Marcom].

12. Build up and maintain good connection and support with/from APAC and global technical FA&I team.

GOAL AND TARGETS (1st YEAR) KEY PERFORMANCE INDICATORS (1st YEAR)

• Understand product positioning and services of ADM
• Comprehend the global organization of ADM Animal Nutrition and the relations among, BU and Global Product team
• Support Technical/Product Managers in technical training for Sales Team and its business partners/distributors
• Work out the value proposition for each type of customer and each type of products through Go-To-Market Strategy with Global Product Specialty Leads. Sales development of all species within the FAI portfolio
• Involved in commercial trials and its success, >80 % success rate

- To approve and execute training programs, basic and advance level - nutrition, management and health

• Customer loyalty – stable key accounts, consistent sales to these key accounts

Target Commencement: October 2024
QUALIFICATIONS

• Education: Animal Nutrition, Husbandry or Veterinary medicine (BSc, MSc)
• Working Experience: 15 years of experience in livestock industry (nutrition/genetics/pharma)
• Technical & Professional Knowledge:

Relevant field experience poultry/swine management, genetics, animal health or/and nutrition
Core Competencies:
1. Strong communication skills including written, oral, email, telephone, and presentation.
2. Capable of hands on problem-solving, with ability to generate ideas and solutions.
3. Building relationship skills, collaboration, project management skill
4. A strong team player with high business acumen
Job Related Competencies:
1. Caring, strong understanding of customer and market dynamics and requirements
2. Ability to identify new business opportunities using relevant research tools, participate in technical and operational discussions around animal production and scientific data collection

91477BR

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