Role purpose
- Drive sustainable business growth across West & central Africa countries by building strong key account partnerships and aggressively taking share against competitors. Serve as the primary commercial link between Syngenta and its strategic customers, translating market opportunities into disciplined KAM execution - with a focus on cocoa, cotton, industrial farms and corn - to deliver annual targets and the 5Y plan.
Dimensions
- Financial: Contribution to a $40M business target for the BA over 2026–2031
- People: No direct reports
- Geographic Scope: CIV, GHANA, CAMEROUN, NIGERIA, TCHAD
Accountabilities
1. Key Account Management
- Select and agree on target key accounts with the Country Head; gain a deep understanding of each account's business model, market position and competitive landscape to develop company-specific KA Plans covering commercial, licensing, legal and regulatory dimensions
- Build and maintain strong, long-term relationships with strategic distributors and key accounts, with particular focus on cotton, cocoa and industrial farms
- Influence key stakeholders and develop targeted strategies to capture tenders and large-scale distribution contracts across geographic scope
- Negotiate contracts, pricing and terms to ensure mutually beneficial agreements, in alignment with Syngenta's commercial policies
- Identify areas for growth and contribute to the evolution of the West Africa Go-to-Market strategy
- Ensure accurate forecasting in close coordination with Customer Service and TFCM for on-time product availability and payment follow-up
2. Demand Generation & Campaign Execution – Lead and translate regional campaigns into local pull activities with key accounts, adapted to the West Africa go-to-market model, to create demand and deliver annual sales targets
3.Cross-functional collaboration – Coordinate with Marketing, CPD, Finance, Customer Service, Pricing and Regulatory to ensure key account needs are met, and KA execution is fully supported. Work closely with Customer Service and TFCM for on-time product availability and payment follow-up.
Monitoring and reporting –Track key account metrics and report regularly on account status, market dynamics and competitive landscape. Collect and analyze market information to feed Business Intelligence tools (Salesforce, I-Plan, portfolio insights), monitor competition, and contribute to customer and influencer segmentation.
4. Customer advocacy – Act as the primary advocate for key accounts within Syngenta, ensuring their needs are properly represented and issues addressed promptly across internal functions.
5. Maintain full compliance with Syngenta's policies, procedures and code of conduct
6. Key Performance Indicators
Sales revenue and volume versus target
Gross margin/profitability
Key account growth and retention
Market share development
New business and product adoption
Forecast accuracy
Customer satisfaction and engagement
Receivables/payment performance
Successful execution of account plans and commercial initiatives
Knowledge, experience & capabilities
Critical knowledge
- Master's degree in Agronomy or Business Administration
- Deep knowledge of West Africa agri-business market, trade dynamics and distribution landscape
- Technical & product knowledge in Crop Protection
- Negotiation strategies, tactics and third-party relationship management
- Data Analysis & Insights
- Fluency in English and French
Critical experience
- Minimum 10 years of successful sales / KAM experience in the Ag industry
- Proven track record in key account development and commercial deal-making in West Africa or similar markets
Critical leadership capabilities
- Collaborates across boundaries and manages across wide cultural diversity
- Focuses on customers and builds trusted, long-term partnerships
- Drives delivery with minimal guidance; works with high autonomy
Critical success factors & key challenges
- Ability to close deals and convert prospects into long-term key accounts
- Build an effective internal network across functions and country teams
- Establish trusted relationships with targeted customers and regional partners
- Sales revenue and volume versus target
- Gross margin/profitability
- Key account growth and retention
- Market share development
- New business and product adoption
- Forecast accuracy
- Customer satisfaction and engagement
- Receivables/payment performance
- Successful execution of account plans and commercial initiatives
- Willingness to travel extensively across the BA
- Willingness to work in an open space environment