Agung Hery Haryanto

Channel

• Channel Strategy Development: Analyze and evaluate Channel strategy with marketing team focused on Market review, Channel structure & coverage model, customer to channel performance and interaction model, review value proposition, internal effectiveness and capabilities
• Define mid/long-term channel strategy including channel selection (i.e., which channels, number of layers) in line with country go-to market strategy, scenario building as per determined optimized future channel requirements and capabilities.
• Establish a management cycle to develop Channel Segments and build Frameworks reflecting grower preferences and market trends and IT enablement tools (Account Planning, Track & Trace etc.)
• Channel Strategy Execution: Lead channel segmentation and define clear value propositions / channel investments for each segment (incl. potentially channel specific solutions) in line with strategic fit and define clear target setting including related financial plans for each segment
• Collaborate with sales managers on go-to-market implementation - monitor channel interactions, coach the sales force and ensure alignment on different interaction strategies and touchpoints.
• Lead integration of channel requirements in marketing plans and identify and implement cross-selling/up-selling opportunities for assigned channel group. Acquire proper feedback (e.g., customer satisfaction survey) from channel customers to further optimize our channel management approach and offers

BUSINESS INTELLIGENCE

• Create a single source of truth for Cluster marketing data and insights
• Collect, analyze, and utilize internal company data and external market data to support decision-making - Provide data-driven insights to improve company performance and make agile pricing decisions AgroWin/Optimus etc

PRICING

• Implement Pricing strategy in country
• Propose and monitor Seed Portfolio Price
• Carry out Pricing segmentation activity for CP portfolio and implement/propose pricing for each segment: 1) Premium Segment: Set Value Based Price 2) Competitive Segment: Propose Pricing corridor based on Value proposition 3) Defensive Segment: Propose Pricing corridor based on Value proposition - Provide and ensure Price Effect target for country (Seed & CP)
• Track and Ensure Net Price for each product (CP) 1. Internal: Country Marketing Leads, Brand Activation Managers in the countries, Regional teams (pricing, marketing & BI), Customer Marketing Manager, Route-to-Market Manager, Digital Marketing Managers, Marketing Communications Manager 2. External: Farmers/growers, Agro chemical and seed companies, distributors/agents, Affiliates, independent resellers.

• Plans and directs all aspects of an organization's channel development policies, objectives, and initiatives
• Develops and implements sales strategies with partner channels to maximize revenue
• Establishes overall direction and strategic initiatives of commercial policies and program throughout the year to support sales team to meet sales goals
• Responsible for the Development of potential market, new business, and achievements of Sales Target
• Collaborate with sales team to drive excellent execution of programs.
• Manage the country New Business Activation activities in piloting new innovative business models incorporating multiple digital tools, such as Bayer Reward+, Advisor program, SFDC/ LEAD etc., to deliver financial gain, better customer experience and sustainable competitive advantage for Bayer
• Work with all function and departments to achieve LTO in the country before handing over to commercial. Main collaboration with LPC, Procurement, Finance, Customer Marketing, Cluster Marketing, Cluster Business Strategy, IT.
• Ensure the alignment and understanding across country organization getting the new business model transformed from pilot phase to scale up phase successfully

• Create and establish yearly trade programs calendar that create interest for retailers
• Managing trade promo budget for promotion and seek the best trade promo that has the highest return on investment
• Collaboration with sales team to ensure excellent execution.

• Main purpose of this role is to ensure excellence execution of perfect stores as company guidelines and create evaluation and monitoring tools to help sales teams on tracking daily achievement
• Developing a suitable Route to Market Model that suits current business needs
• Create and initiate National or Local promo thus conduct timely trade investment assessment across region and develop recommendation and Action plan, Tracking, Reporting, Follow through & Evaluation
• Developing sales capability & build learning community and supporting sales operation structure with suitable RTM approach, additionally the role will be responsible for building L&D/R&R and foster an engaged learning community across Indonesia markets.

• Manage and increase distributors productivity in Jakarta area to optimize sales on general trade and modern trade channel
• Manage and increase distributor salesman capability with periodically joint visit
• Conduct regular meetings with distributor owner for performance review and improvement plan
• Keep abreast of competitor activities and territory context changes.

• Manage and increase distributors productivity in Jember area to optimize sales on general trade (wholesale, medical and retail) channel
• Manage and increase distributor salesman capability with periodically joint visit
• Manage inventory of each product to ensure availability according to market needs
• Conduct regular meetings with distributor owner for performance review and improvement plan
• Keep abreast of competitor activities and territory context changes.