Director, Sales Canada Crop Protection

Position Overview

This position is responsible for leading the Canadian crop protection market segment sales team to achieve the business objectives and financial targets of Albaugh and for maintaining and developing the Company's key account relationships with respect to its crop protection products business. Coordinating & overseeing the involvement of the Regional Mangers (RMs) to maximize support for the product portfolio and growth in crop protection product sales & margin with customers is an essential function of this position. The Director of Sales - Crop Protection Canada must provide daily direction and oversight to all areas of the RM’s sales activities.  The Director of Sales - Crop Protection Canada will also actively be involved in customer go to market and product positioning strategy development and review, as well as be responsible for the process of annual budgeting and planning process for Canadian crop protection.

Principal Duties & Responsibilities

Home office account responsibilities for Nutrien, Tenkoz, Winfield United, Helena, and/or other key accounts as directed by the Commercial Director - North America; 
Leading the team of Regional Managers for the Canadian crop protection market segment in sales and account development and management: 
o    Communicate on an ongoing basis to RMs company business goals and objectives, guidance on product positioning and Go-To-Market strategy;
o    Provide direction to RMs with respect to product line prioritization and rationalization, e.g. product focus, SKU reduction;
o    Oversee job performance of RMs and conduct annual and periodic performance evaluations to assess the strengths and weaknesses of the Canadian crop protection segment sales team;
o    Work with Company leadership and HR to develop succession planning approaches for Canadian crop protection segment sales team;
o    Recommend changes in organization of the crop protection segment sales team to achieve the company’s strategies, including but not limited to support for the CoAXium wheat production system and Aggressor herbicide and other proprietary products;
o    Analyze needs and provide recommendations for additional resources and career/leadership development training for RMs and crop protection segment sales team;
o    Lead all facets of performance management and compensation discussions with RMs including annual and periodic performance evaluations administered by HR;
o    Assist in the preparation of monthly and quarterly sales and KPI reporting and regularly communicate to the RMs;

Ensure key performance indicators (KPIs) for the crop protection market segment are monitored, tracked and achieved;

Collect and provide market intel to VP of Commercial, North America

Analyze competitive marketing and distributor programs, e.g. incentive programs analysis & input (Portfolio/Early Order/Year End/Prepay etc.);

Bring new product development concepts from the field to the product development team;

Active involvement and coordination of the annual planning & budgeting process for US crop protection segment;

Analysis of new product sales and margin performance
Lead and engage the RMs in the sales forecasting process for Canadian crop protection segment according to the requirements of Company S&OP process;

Contribute to ongoing review and improvement of the Company's strategy in Canadian crop protection product market:
o    Collaborate on the development of product positioning and pricing strategies; 
o    Recommend and execute ways to differentiate Albaugh with customers for growth in sales and profits;
o    Recommend ways to form strategic relations with customers;
o    Actively participate in strategic planning and review processes;
o    Execute strategy to grow Canadian sales and increase margins;
 

Required Education and Experience

Bachelor’s degree in Agriculture or related field

+5 plus years’ experience in sales management
+5 plus years’ experience in account management
Broad and in-depth understanding of agricultural industry/agribusiness