FMC Corporation

Job Description

Precision Agriculture Field Manager

Responsabilities:

• Ensure the technical positioning of FMC's current and developing digital platforms for commercialization in western North America;
• Act as a technical reference for the commercial area, providing support regarding the positioning of digital platforms such as Arc™ farm intelligence with consideration for the local channel structure and market conditions;
• Position digital platforms with external partners (large accounts, growers, Co-ops, etc.), being responsible for aligning these actions with Global Marketing, Regional Marketing and Commercial team;
• Execute product research and demonstrations, manage proof-of-concepts, and organize technical events for the positioning of digital platforms;
• Guide and train commercial teams (FSRs, TSMs, and RBMs) regarding the positioning of digital platforms;
• Interact with influencers in the region to link technical data to FMC’s crop protection portfolio, in addition to ensuring the portfolio's participation in their recommendations;
• Generate competitive information for R&D, Marketing and Commercial on the differentiation of the FMC portfolio versus the competition, based on information obtained from local consultants;
• When working with large end customers, technically influence the customers' decision-making chain.
• Support and publicize Marketing and Communication campaigns through external stakeholder interactions.
• With direction from the NA Market Lead, recruit and manage seasonal Precision Ag Field Specialist Interns located in the candidate’s territory.
• Travel as needed to support commercial activities and foster strong relationships with internal and external stakeholders.

Key objectives:

• Align with NA Market Lead, regional commercial team, and Marketing to propose the action plan to expand to different clients in western North America;
• Align the plan with Global and Regional Precision Ag guidelines as well as Product/Crop Marketing, in addition to budget alignment with North America leadership;
• Perform platform and product positioning activities, especially those that demand more technical knowledge and relationship with influencers (researchers, consultants and technicians), large accounts, customers with a technical profile, business and collective activities, such as events, lectures and training;
• Provide technical support and training to the sales team (FSRs, TSMs, and RBMs) on how to leverage information and data from the platforms to drive sales activities and engagement with external users;
• Monitor technical performance of the Arc™ platform: visit areas on demand to verify technical performance;
• In collaboration with the regional sales team, define and execute FMC crop protection plans with large growers and their retailers.
• Collaborate with the NA Precision Ag team on bi-weekly reports to Marketing, Product, Crop Managers, and Leadership on the pest pressure and key product placement opportunities in their territory;
• Carry out market development actions in pre-launches, to support the actions relevant to the launch plan;
• Ensuring the execution of communication materials and sales support, in line with Marketing guidelines;
• Ensure quality data are collected by key producers in their region;
• Prospecting, registration and visitation of influencers, large accounts, and growers;
• Provide technical support and trainings to external collaborators throughout the year, with a focus on Arc™ farm intelligence;
• Provide support to test new automatic tools and guide for the correct commercialization in different territories;
• Helping in the construction of Marketing campaigns for digital tools, with technical data and local content, as well as engaging the commercial team in publicizing it to the market.
• Perform other tasks related to the position, as needed or at the discretion of your superior.

Key decisions:

• Decision on Market Development actions (aligned with regional budget), following the guidance of, Marketing, sales teams, and Precision Ag commercial;
• Prioritization of customers for strategic technology placement, aligned with NA Market Lead, Marketing, Crop Managers, and sales teams.
• Prioritization of influencers for strategic marketing and communications actions, aligned with NA Market Lead, Marketing, Crop Managers, and sales teams

Competencies:

• Focus on FMC digital tools portfolio positioning;
• High level of technical knowledge related to the FMC chemical and digital portfolios;
• Good knowledge of Marketing concepts to leverage in the positioning of the FMC portfolio, daily activities, customer interactions, analysis and planning of the region.
• Behavioral skills for relationship, interaction, communication and ease of movement between different decision makers (clients, influencers, consultants, areas within FMC);
• Persuasion, good communication and proactivity;
• Strong public speaking skills to conduct presentations and trainings for end customer teams (technical aspects)
• Business knowledge of rural production, management techniques, market, climate, logistics, nutrition, machinery, etc.;
• Analytical and critical reasoning to question current technical assumptions;
• Acting with empathy, flexibility and resilience.

KPIs:

• Commercial expansion of the Arc™ farm intelligence tool in North America (western US and Canada);
• Quarterly meetings with key accounts, including launch and wrap up meetings;
• Positively Impact and measure sales uplift and POG in their territory by supporting regional sales teams.

Minimum Education Requirements:

• Bachelor in agricultural science related majors – MSc or PHD desired but not required.
• PCA (CA) or CCA license or willingness to obtain license within the first 18 months of employment.