South American Commercial Manager

[Vincent]

South American Commercial Manager – SAO00040



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Description

I choose Opportunity. Whatever job you’re looking for, you can probably find it at Cargill. Our diverse partnerships across a variety of industries mean countless career opportunities for you. It’s your choice. It’s your future. And you can make it happen at Cargill.

Cargill was founded in 1865 out of a single grain facility in Iowa. Today, we’re headquartered outside of Minneapolis, Minnesota, but we have offices spanning the globe. Our purpose is to be the global leader in nourishing people. With more than 153,000 employees in 66 countries, Cargill is a company committed to using its knowledge and experience to collaborate with customers in five key areas: crops and livestock; food; health and pharmaceuticals; industrial; and financial and risk management.

Lead the commercial activities in South America to ensure the value of the business is maximized. Working with the Category Managers lead an effort to develop a growth strategy for the South America region for the Business Unit (BU). Provide input on the design and lead the execution of the commercial plan for our customer base. Ensure a flexible, customer oriented and efficient sales organization; build sustainable relations with customers in the region by delivering value both in terms of service and technical support.

Working with the Category Managers lead an effort to develop a growth strategy for the South American region for the BU
Work with the Americas Commercial Director and Country/Regional management to set up commercial organization in the area to ensure flexible, customer-oriented, and efficient sales and customer satisfaction; ensure sales force is appropriately assigned to maximize sales and revenue growth in the market.
Work with the Category teams to leverage those resources and identify optimum path forward for the category approach in the SA region.
Work with Regional Commercial Director and Category Leaders to develop and lead the implementation of the Americas commercial policy in order to achieve commercial objectives. Proactively monitor short, medium and long-term action plans and progress deriving from the BU’s commercial plan and take corrective actions where necessary.
Ensure forecasting and contracting programs are executed and maintained across the region.
Design with the BU and regional management the compensation plan for the sales resources. Ensure its timely implementation.
Provide visible and active local sponsorship for the vision of a category driven sales and marketing approach in the region.
Design and determine appropriate pricing policy for the area in collaboration with the Category Leaders.
Drive common processes in line with overall BU commercial policy and country/regional initiatives.
Work with Global Marketing function and Americas Applications Manager to establish and implement ongoing training initiatives for the commercial organization.
Supervise credit/market risk in the region and give inputs on credit limits for key customers in the area.
Support and provide competitive intelligence and market evolution in category and product line.
Set up with the commercial director the BU structure and policy for the external network of commercial resources , and ensure timely implementation.
Set up with the commercial director the BU structure and policy for the use of non-CTS Cargill sales resources and how CTS sales will assist in representing non-CTS products.
Set goals for new business developments in the area. Monitor strategic projects to ensure goals are accomplished including active participation.
Lead and participate in Americas commercial and BU projects. Collaborate on commercial initiatives or customer projects with other regional CTS organization.
Represent BU in cross BU initiatives for the region.
Cargill is an equal opportunity employer.



Qualifications
University degree with economic/business focus
5+ years working experience in the food ingredients business
7+ years experience in commercial or management capacity, including knowledge of sales, marketing and business development.
Solid understanding of ingredient applications: ability to recognize/understand, properly communicate and follow up new trends in the ingredients and final products market.
Sound knowledge of category management concepts and ability to anticipate innovative solutions needed by the area’s market.
Proven effective negotiation skills; determined and skilled negotiator
Excellent analytical and problem solving skills.
Demonstrated project management skills
Fluent in English, Spanish and Portuguese
Proven team leadership ability; ability to lead and influence a multi-cultural team to achieve common goals.
Proven experience on how to get things done within a matrix organization.
Ability to effectively represent the BU from a commercial perspective to customers and highly adept at making effective presentations.
Sales or marketing experience in starch, soy, hydrocolloids, lecithin, cultures or systems/blends.
Demonstrated experience in successfully starting up a new business or region.
Frequent travel within the area required (50%)
Regular travel to Minneapolis headquarters

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