Zone Director - Northeast

Description

Reporting to the CEO, the Zone Director is responsible for driving the growth, development, and commercial performance of their territory while ensuring full alignment with the core principles of the TIMAC AGRO business model. They hold full P&L responsibility, lead the development of new business opportunities, and strengthen TIMAC AGRO's market position across their territory. The Zone Director also leads the commercial organization, with direct management responsibility for the Regional Managers.

1. Commercial Strategy & Business Development

• Define the medium-term commercial development strategy for the territory (distribution development, product portfolio, commercial intensification strategy, etc.), based on market potential analysis, anticipation of market trends and identification of growth opportunities, in collaboration with the CEO, peers and the Zone functional experts. 
• Ensure the implementation of this strategy through an operational roadmap and drive its execution with the appropriate governance across the organization. 
• Promote and ensure a clear understanding of the strategy among all commercial teams. 
• Drive the strategy and development of the distribution network within the territory and create the conditions for success for all commercial teams,  Regional Managers (RMs) and Regional Agronomy Managers, including territory segmentation by RM, capability development and training. 
• Develop and manage the key distributor accounts within the territory. 
• Lead and support field business development activities (product launches, pre-campaign and campaign execution) through the implementation of appropriate commercial initiatives and strong field involvement. 
• Ensure commercial excellence across the territory through structured and rigorous management of commercial performance, leveraging CRM and performance management tools, excellence in field execution, value delivered to farmers, a trusted advisor/partner approach, and the continuous development of the commercial and agronomic capabilities of the teams. 
• Ensure outstanding customer service (product quality, delivery lead times, etc.).      

2. Leadership & Management of Commercial Teams

• Structure, size and lead the commercial organization across the territory in line with the TIMAC AGRO business model fundamentals.   
• Lead the Regional Managers across the territory and ensure they have the competencies and tools required to support Agronomic Technical Consultants and drive business development, fostering a culture of excellence and performance. 
• Ensure the recruitment, development, performance management and retention of the commercial teams across the territory. 
• Oversee the compensation and benefits policy in compliance with the Group HR Guidelines, in close collaboration with the HR Business Partner. 

3. Commercial Performance Management

• Hold full P&L responsibility for the territory (sales, margins, costs and profitability). 
• Oversee all commercial activities across the territory and ensure effective coordination with the other functions (Supply Chain, Finance, etc.). 
• Drive, monitor and review commercial performance indicators with the teams, guiding them to continuously improve performance and deliver the expected results. 
• Ensure the profitability and growth of the territory's operations (selling, prices, logistics, salaries, investments, etc.). 
• Oversee the budgeting process and the overall budget planning framework, as well as forecasts (sales, headcount, etc.). 
• Identify performance gaps and potential deviations, analyze root causes and implement corrective actions. 
• Represent TIMAC AGRO and act as an ambassador with all key local stakeholders.

Requirements

• Ideally graduated from a leading Business School, Engineering School or University. 
• At least 5 years of successful experience in management and commercial business management, ideally gained in a B2B environment and innovative products, with strong P&L management skills. 
• Proven experience in managing fast growing commercial teams. 
• Excellent understanding of the country's agricultural sector and stakeholders and a strong knowledge of the country's main crop and/or livestock productions. 
• Proficient in IT tools, business management software and CRM systems. 
• Leadership and communication skills, with the ability to inspire and motivate teams. 
• Strategic vision, with the ability to structure and prioritize activities, combined with an analytical approach to commercial development. 
• Resilience, Agility, Adaptability to change, Results orientation, and the ability to work in an international environment. 
• Entrepreneurial mindset, Curiosity, Autonomy and Drive, with the ability to navigate complex environments and diverse projects.