Area Sales Manager - East

Role purpose

The Area Sales Manager is responsible for delivering sales targets within an assigned territory by building strong dealer relationships, executing strategic sales plans, and leading and coaching the sales team. This role drives demand generation and ensures effective distribution of Syngenta's crop protection portfolio across the area.

Accountabilities:

1. Dealer Management

• Analyze dealer behavior and profiles; understand key decision-makers and the potential of priority dealers.
• Manage all dealers end-to-end, covering sales volume, stock, planning, and follow-up.
• Apply correct payment management procedures for real cases (bank transfer, cheque, etc.).
• Manage relationships and negotiations effectively—scheduling, following up, and closing deals.
• Communicate company policies and activity plans to dealers to build confidence in selling.
• Handle dealer complaints and objections, resolving cases to a win-win outcome and capturing lessons learned.

2. Sales Planning & Execution

• Develop and maintain a clear understanding of the crop/planting calendar and seasonal sales cycles within the assigned area.
• Build a comprehensive sales plan segmented by dealer and product, including target vs. actual tracking and gap analysis at the individual dealer level.
• Monitor and drive pull-out performance, defining and executing action plans to close identified gaps.

3. Demand Generation

• Design and coordinate demand-generation activities with the Market Development team, ensuring alignment with the overall sales plan.
• Actively participate in sales-promotion activities by allocating resources and supporting effective execution in the field.

4. Data & Market Analysis

• Analyze and interpret Power BI dashboards to inform decision-making and support sales planning.
• Analyze market conditions and deliver timely market updates/reports covering competitors, pricing, promotions, and risks.

5. Team Leadership & Coaching

• Understand the roles of all relevant functions and territories, ensuring smooth cross-functional coordination.
• Lead the agenda in monthly meetings—well-prepared with data and able to address questions confidently.
• Conduct on-the-job coaching for individual team members (minimum once per cycle) and provide clear next-step guidance.

6. Critical success factors & key challenges

• Effectively coordinate with Distributors' market forces,
• Ability to influence and establish trusted partnerships with Distributors and dealers
• Effectively execute sales and marketing programs in compliance with GTM strategies.
• Move quickly and creatively to stay ahead of competitors in a dynamic marketing environment.
• Resilience, ability to adapt to rapid Change.

• Bachelor's degree in Agronomy, Agriculture, Plant Science, or related field
• Minimum 5-7 years in agricultural sales or crop management, with at least 2-3 years in a leadership role
• Proven experience in dealer/distributor management and channel development
• Strong knowledge of specialized crop segments in designated Area
• Demonstrated success in achieving sales targets and developing high-performing teams
• Valid driver's license and willingness to travel extensively within assigned region

Managed Eastern area of Thailand (Chantaburi, Tak, Rayong)