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SUBSIDIARY MANAGER (SM)


Vacancy details

General information

Organisation

About Vilmorin-Mikado

Vilmorin-Mikado is a Franco-Japanese seed producer that has specialized in developing, producing, and selling vegetable seeds for professionals since 1743. As a responsible partner in the vegetable food chain, Vilmorin-Mikado is committed to helping better nourish people everywhere. Our wide range of unique, original seeds is distributed on five continents in more than 100 countries. Vilmorin-Mikado has more than 1,000 employees and recorded sales of €218 million in 2020-2021, of which 15% was entirely devoted to research. World leader in carrots and witloof chicory, Vilmorin-Mikado is also a major player in salads, tomatoes, sweet peppers, kabocha squashes, daikon radishes and bunching onions. Nearly three centuries ago, Vilmorin-Mikado's founders began our Tree Seeds work, which actively contributes to rebuilding sustainable forests. www.vilmorinmikado.com

Vilmorin-Mikado is part of Limagrain, an agricultural cooperative and an international seed group owned by French farmers, Limagrain is driven by its purpose: cooperating for the progress of agriculture everywhere, for everyone. Focused on the genetic progress of plants, Limagrain breeds, produces and distributes field seeds, vegetable seeds and agri-food products www.limagrain.com - #Limagrain  

Reference

2022-7218  

Location

Company

VILMORIN NORTH AMERICA

Position description

Function

SALES & MARKETING - SALES

Employment Type

Regular Full Time

Contractual hours

Full-time

Main Goal

Objective:


The SUBSIDIARY MANAGER is responsible for developing sales, market share and margin of the Vilmorin-Mikado products marketed through the dealers and direct sales force.


The SM will have authority to represent the subsidiary on behalf of Vilmorin-Mikado’s Headquarter and as such, will be the main contact with the relevant department at HQ level: Marketing, Development, Demand, Legal & Health and Safety, the SM will have legal duties locally based on country regulations & company’s agreements.

Work in a collaborative approach with the Finance Director of the Subsidiary and align business priorities with the Development manager. 

Provide a dynamic commercial sales policy to guide the Sales organization in their day-to-day activities. Manage the sales, product development, customer service & supply teams. Responsible for the turnover, margin & operating costs.

As the key relay with the Headquarters -  highlighting trends from growers’ practices such as new technologies (mechanical/automation), CEA trends, monitor the market, act as Market Intelligence champion assessing downstream orientations including major consumer trends are expected.

The ideal candidate will create the relevant network with the proper stakeholders within the existing customers portfolio mapping & analyzing major innovation & needs. SM will be able to translate the trends and observation into internal requirements and actions plan while guiding the strategy of the HQ and Marketing.

Job description

Essential Skills:

Analytical thinking: ability to adjust to different personalities; initiative; team players & collaborative approach with supporting function; Strong business acumen

Strong communication including proactive approach with sister BUs within the Limagrain group (i.e., Hazera, HMC & Limagrain)

Broad business skills are essential as well as strong and effective communication skills, networking skills. SM should also have (or be willing to develop) a high degree of familiarity with the territories, markets, dealers and direct customer’s base.

Essential Operational Tasks:

·         Consolidate and propose sales and production forecasts to the Unit Director

·         Implements the trade policy (prices, payment terms, and collections)

·         Coordinate the pricing policy and strategy for the department

·         Conduct key accounts visits to ensure customer satisfaction & coordinate key accounts management with local Sales rep

·         Manage expense and sales budget for the activity over the year according to agreed budgets to achieve target margins.

·         Regularly supervise the viability of the forecasts according to market needs.

·         Propose and implement a pricing strategy for the region

·         Propose and implement distribution strategies balancing Credit risk & Margin

·         Collaborate with the Development Manager to organize and implement new product development strategies as well as promotional events in the area.

·         Monitor financial KPI’s to achieve the expected Gross Margin, Inventory & AR targets with the supply & finance department.  

·         Coordinate the collection of AR with the Finance department to limit Credit Exposure

·         Master our Commercial excellence via the use & management of CRM, Forecast & Market Intelligence tools as well as all existing processes such as NPI, Launching plan…

·         Propose a Business Plan in accordance with company guidelines & align with VMK 2027

·         Manage all transversal topics, projects, people matters and others with the support of the Sub Committee

·         Active networking and promotion through Value Chain industry

Scope:

·       Reports to: America Unit Director

·       Supervisory responsibilities: Sales Manager, Development Manager, Supply Chain Manager, Accounting/Finance and HR. (Support Functions such as HR and Finance share reporting lines with the Unit Directors of respective departments.)

·       Internal relations:  All employees of Vilmorin-Mikado USA, Inc., America Unit Committee, Sister Company Colleagues, USA’s Operational Committees, Corporate Safety, Human Resources & G60 members

·       External relations:  State and Local Agencies, Legal & Seed Associations

·       Monitor, report and recommend: Market, Industry & Consumers trends to secure VMK competitive advantage

Profile

Essential Competencies and Traits:

People Oriented: Capable to engage and motivate people of different cultural and functional backgrounds. Should be able to go “one-on-one” with anybody in the company, dealer networks or grower base.

Verbal Communication Skills: Must be able to communicate effectively orally and in writing. Communication is necessary to different levels inside our own organization but also with dealers, growers and trade/public agencies.

Manager of the Sales/Production Objective: Must have a good understanding of the flows and components of a good forecast. Should “own” and deliver the forecast.

Champion of New Products: Must have proven experience in successfully bringing new products to market. She/he must have a “can do!” attitude when it relates to the introduction of new products. She/he should be able to transform and collaborate within the organization to accelerate successful launchings.

Focus on Business: Will have a good sense of business acumen supporting the Sales team and leading by example on how to move Opportunities into Closing a Sales agreement

Financial knowledge’s: Be able to analyze & anticipate margin deviation based on pricing structure, Go to Market, COG’s evolution … and set up corrective action when possible

Industry knowledge: has good understanding of the vegetables seed industry with a spread network from key growers down to retailers in the chain including all new trends from Production methods to consumers’ needs
 

Experience and Educational Requirements

 

·         Educational Requirements: Bachelor’s degree ~ Agronomical engineering, Agronomy, Plant Science, Business or related field.

·         Years of Experience:  5 plus progressively in sales team management within the North America Vegetable Seed industry.

·         Extensive knowledge of the Seed Industry; specifically, Vegetable Seeds within the North America markets.

·         Proficiency in the English language required.

·         Proficient computer skills and Microsoft Office Suite & CRM software

·         Ability and willingness to adopt and champion new methodologies and sales management tools as needed.

Position localization

Job location

America/Carribean, USA, California

Location

3 Harris Place, Salinas, CA  93901

Candidate criteria

Minimum level of education required

Bachelor's degree

Specific expertise

  • Agriculture/Agronomy
  • Other
  • Management and Administration
  • Marketing
  • Botany/Horticulture
  • Research & Development

Minimum level of experience required

5 years or more

Others

Experience and Educational Requirements

• Educational Requirements: Bachelor's degree ~ Agronomical engineering, Agronomy, Plant Science, Business or related field.
• Years of Experience: 5 plus progressively in sales team management within the North America Vegetable Seed industry.
• Extensive knowledge of the Seed Industry; specifically, Vegetable Seeds within the North America markets.
• Proficiency in the English language required.
• Proficient computer skills and Microsoft Office Suite & CRM software
• Ability and willingness to adopt and champion new methodologies and sales management tools as needed.

Languages

English (4 - Fluent)

Requester

Position start date

01/06/2022