Scope:
·         Reports to: America Unit Director
·         Supervisory responsibilities: Sales Org, 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 Subsidiary 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

Objective:
Reporting to the Director of the AMERICA UNIT, the Subsidiary Manager (SM) 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 departments at Head Quarter level: Marketing, Development, Demand, Legal & Health and Safety, the SM will have legal duties locally based on country regulations & company agreements.

Work in a collaborative manner with the Financial Planning and Analysis Specialist of the Subsidiary and align business priorities with the Development Manager. Ideal candidate will directly manage the Sales department and indirectly the Product Development, Supply & Customer Service departments.

Priority is to provide a dynamic commercial sales environment which guides the Sales organization in their day-to-day activities while remaining responsible for the sales turnover, margin & operating costs.

The SM will be the main relay with the Headquarters highlighting the upcoming & future trends from growers’ practices such as use of new technologies (mechanical/automation), CEA trends. SM will deeply monitor the market, act as Market Intelligence champion assessing downstream orientations including major consumer trends. The ideal candidate will create the relevant network with the proper stakeholders within the existing customers portfolio mapping & analyzing majors’ innovation and needs. Subsidiary Manager will be able to translate the trends and observation into internal requirements and actions plan while guiding the strategy of the HQ with the Marketing Dept.

Essential Skills:

·         Analytical thinking with the ability to adjust to different personalities; initiative driven; team player and always seeking a collaborative approach with the supporting functions;

·         Strong business acumen,

·         Effective communication skills are a must, conveying messages that are clear, concise and accurate.

·         Proactive approach with internal and external colleagues including other business Units within the Limagrain group (i.e., Hazera, HMC & Limagrain). Acting on possible opportunities and best practices.

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 New Product Introduction, Launching plan…
·         Propose a Business Plan in accordance with company guidelines & align with the strategy of the Vilmorin-Mikado 2027 plan.
·         Manage all transversal topics, projects, people matters and others with the support of the Sub Committee
·         Active networking and promotion through Value Chain industry

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