Key Account Manager - Large Scale

Company Overview

Syngenta Group is a global leader in sustainable agricultural innovation, with a heritage that spans more than 250 years. Its 53,000-strong workforce operates in over 100 countries, focused on improving agriculture through customized solutions that support farmers, communities, and the planet. The company positions itself as a locally grounded agricultural technology and innovation partner worldwide, and it is committed to the highest levels of ethics, integrity, and a work environment free from discrimination and harassment.

Role Summary

This position sits within the Kenya Crop Protection Commercial Function and calls for a strong mix of technical and commercial capability. The successful candidate will be responsible for strategic key account management for the Large Scale customer segment, helping expand business growth and strengthen long-term customer partnerships.

What the Role Will Involve

• Managing high-value customer relationships through strategic partnership building and long-term value creation.
• Protecting and growing the existing customer base while identifying new opportunities in the large-scale segment.
• Running sales campaigns aligned with the wider commercial strategy and business targets.

Commercial Targets

• Delivering the agreed sales goals for the assigned territory.
• Creating and implementing customer-specific business plans with defined volume, revenue, and margin objectives.
• Handling commercial negotiations on pricing, terms, and promotional spend to maximize shared value.
• Overseeing credit risk and payment terms in line with company policy.
• Managing distributor accounts and ensuring yearly closure with zero Bad & Doubtful Debt Provision (BDDP).
• Producing accurate demand forecasts and supporting inventory planning with key accounts.

Key Account Management

• Leading strategic account planning and execution for assigned customers to support durable growth and value creation.
• Building, maintaining, and implementing key account and business strategies while developing strong senior-level relationships.
• Using digital tools and CRM systems such as Salesforce and Cropwise to manage customer engagement and opportunities effectively.
• Designing and driving channel strategies for the territory to improve growth and profitability.
• Coordinating market execution across campaigns, sales support, technical assistance, supply chain, and customer operations.
• Tracking market trends, customer health, and competitive activity to identify business risks and opportunities early.
• Creating mitigation plans for commercial risks and leveraging growth opportunities to expand business value.

Qualifications and Experience

• A bachelor’s degree in Agriculture, Agronomy, or an equivalent field is required.
• A postgraduate qualification will be considered an advantage.
• At least 5 years of experience in sales and agronomy is needed.
• Hands-on technical experience in crop protection management is important.
• Experience working with distributors, channel partners, and stockists is required.
• Good understanding of Kenya’s major crops and the agronomic issues farmers face is expected.
• Strong commercial awareness and financial understanding are essential.
• Excellent stakeholder management and relationship-building ability is needed.
• A solid history of value-selling success is required.

Additional Information

Location: Nairobi, Kenya

Equal Opportunity and Workplace Standards

The employer states that it maintains a workplace free from discrimination and harassment and upholds high standards of ethics and integrity.