Territory Business Associate
Cargill
Philippines
15d ago

Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience.

We have 155,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.

Description

Achieve sales operating plan objectives inassigned areas by prospecting for new accounts, developing and maintainingcustomer relationships, identifying customer requirements for feeds and farmmanagement, and provide products, programs and services that delivers thehighest profit to customers.

Complete Distribution

  • Open new accounts
  • Accomplishes the Dealership Application Form fornew customers;
  • Ensure proper account set-up by coordinatingwith FSD; Discuss and orient new accounts on the Four Dealer functions;
  • Document new Dealership Agreement
  • Orientation on Company Policies and Procedures
  • Customer Prospecting Calls
  • Identify key decision makers thru industrycontacts / connections
  • Do customer prospect profiling
  • Document and regularly update POS and feederdatabase information
  • Distributes business cards, sales brochures andpromotional information to customer locations to establish contact withpotential customers.
  • Develop Sales Proposal
  • Discusses customer requirements with RBM andother salesmen to obtain information and develop a strategy for meetingcustomer requirements.
  • Product placement and Merchandising
  • Ensure dealers have complete product line andmerchandising materials.
  • Installs all marketing and merchandisingmaterials such as posters, buntings, streamers, flyers, etc. in prominent areasin all POS in their designated area.
  • Ensures that all marketing and merchandisingmaterials are kept in good condition all the time.
  • Distributes fliers, samplers, posters,streamers, t-shirts and other items during FGMs, sponsorships and samplingefforts in designated areas.
  • Ensures that Purina® products are displayed prominently in storeoutlets, paying particular attention to good stock display, clean products andhighly visible shelf / display space.
  • Territory Management

  • Competitive Information Management
  • Obtain information about competitors’ productsand integrates this information into DEMAND CREATION ACTIVITIES;
  • Provide latest competitors pricing andpromotional activities to the marketing group - Collection of competitor feedsamples for analysis by R&T;
  • Collection of competitors Proof - Analyze ProfitValue Chain and Distribution Set-up of competitors
  • Gathers Competitors Customer Profile (TerritoryAudit)
  • Submits regular reports on market trends,industry situations and competitor activities.
  • Gathers and submits files of competitor productsfor market intelligence purposes.
  • Quality Improvement Activities
  • Attends planning and review meetings andterritory reviews to help forecast sales and develop strategies for closingsales cycles.
  • Attends team meetings and participates indeveloping creative solutions to existing problems.
  • Writes and delivers presentations in order toshare information with other Salesmen and Managers.
  • Plans, organizes and prioritizes the followingactivities on a regular basis : o Dealers / POS : POS prospecting calls, POSappointments, POS follow-
  • up calls, POS training; o Feeders : Feeder GroupMeetings (FGM), Proof and Testimonial collection, Caravan, Purina sa Barangay,other demand creation activities.

  • OOS Management
  • Align roles of OOS on the Dealer Business planagreed by dealer and Purina® rep.
  • Identify OOS skills and competency requirements to deliver roles definedin DBP and do quarterly oos training.
  • Dealer Development

  • Inventory Management
  • Ensures that there are no out-of-stocksituations in POS outlets
  • Assist and Communicates order information toCustomer Services Department (CSD) representatives, billing representatives andFSD representatives to ensure timely processing of customer order for product.
  • Obtain additional information from customers toclarify any problems with product orders.
  • Discusses possible dates for product deliverywith CSD and confirms delivery date with customers.
  • Accounts Receivables Management
  • Accomplishes the Credit Application Form for newcustomers;
  • Ensure the smooth and timely release of paymentsin cash or cheques, as per agreement with the customer by getting feedback fromFSD, Finance and Customer.
  • Coordinates with the Financial ServicesDepartment on a regular basis to ensure that all accounts are cleaned up. Thisincludes all accounts left by departing Salesmen in the same assigned territoryas well as all other accounts that will be assigned by the Regional BusinessManager.
  • Dealer Business Plan Review
  • Ensures that current agreements with existingdealers are updated on annual and monthly basis. On a quarterly basis , ifDealer is under budget, recommend action plan to ensure that budget in theagreement is met.
  • Customer Call Follow-ups
  • Seek information to answer customers’ questionsfrom various resources (e.g. written documentation, BDD, SMT Director,SMTpersonnel, RBM and other salesmen).
  • Returns customer telephone calls to answer andprovide information.
  • Writes follow-up thank you letters to customers (Dealers / POS)summarizing the key points of customer calls.
  • Consumer Selling & Key Feeder Development

  • Conduct value - creation activities
  • Schedules appointment with feeders to do productpresentations, if possible, with store staff / personnel, clientele ofdistributor / dealers.
  • Tailorsdemonstration to meet identified customer requirements.
  • Practices presentation to ensure that allpossible objections are answered.
  • Performs product presentation for customer bypresenting product information, answering customer questions and probing thecustomer for additional requirements.
  • Organizes product and / or technical seminar forproduct promotion purposes by issuing invitations, organizing appropriate venueand establishing preparation for the seminars.
  • Trial and POP Generation
  • Follow-thru feeders on their farm by gatheringfarm information like records, farm management. Highlight BMPs and identifyopportunities (pains) where we can provide solutions.
  • Do farm audit and / or EAS.
  • Design value-based proposal and present tofeeder / farm owner.
  • Conduct trials and do regular monitoring andweighing as necessary.
  • Gather POP and present result to feeder / farmowner.
  • Highlight improvements accomplished thru ouroffering by emphasizing on additional profit generated by the farm.
  • Regularly visit customer for repeat orders andcontinuous use of our product and programs.
  • Develop key feeders thru SixStep approach.
  • Administrative Duties

  • Submits weekly reports on plan for the week, VCAand planned results, and results of previous week’s plan, detailing the reasonfor the achieved result
  • Timely submission of Expense Reports, CashAdvance Liquidation etc.;
  • Proper maintenance and upkeep of assignedcompany car and equipments (phone, etc.)
  • Safeguard and update documents issued by the company such as ControlBook, Green Book, POP book, Dealer Business Plans, Price List, CustomerProfile, and others
  • Required Qualifications

  • BS Management, Marketing, Entrepreneurial andsimilar courses
  • At least one year selling experience
  • Retail marketing
  • Basic accounting and / or financial management
  • Swine and Poultry Animal Nutrition
  • Value-Based Selling
  • Sales

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