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Project Overview and Role
The Australia-Indonesia Partnership for Promoting Rural Incomes through Support for Markets in Agriculture (PRISMA 2) is a five-year program (2019 – 2023) funded by the Australian Government’s aid program and implemented in cooperation with the Government of Indonesia. The program will build upon the achievements and results of Phase 1 (2013-2018), using a market systems development (MSD) approach to support inclusive economic growth in Indonesia’s agriculture sector.
PRISMA 2 will improve smallholder farmers’ competitiveness and access to new markets, better inputs, know-how and technology. It will aim to achieve a sustainable 30% increase in the net incomes of a further 700,000 smallholder farming households in the 6 target Indonesia by 2023 (total 1 million farming households).
East Java is the province with the highest level of maize production, accounting for around 30% of national production continuously from 2013 until 2016. As a result of the importance of maize production in the province, there is a ubiquitous presence of commercial actors (traders, feed millers, and seed companies) along the maize value chain in East Java. Average maize yields for districts in Madura Island can reach as low as 2.46 tonnes/ha, and this can be attributed to the limited adoption of hybrid seeds and subsistence nature of maize farming in Madura.
Farmers in Madura experience low productivity because they tend to use local maize varieties, and most of their seeds are retained from the previous harvest. There have since been some efforts by the local government to introduce hybrid maize seeds to Madura by distributing free seeds under the UPSUS program, but adoption remains low. Only a few seed companies have started selling hybrid maize seeds in Madura, however market penetration has been slow and difficult.
PRISMA has been collaborating with private companies since 2016 to improve company’s strategies and inclusive business models aiming to increase farmers’ productivity and income through better access to agriculture inputs and technical information or knowledge on good agriculture practice and integrated pest and disease management. In earlier this year, PRISMA agreed to support the partner in the form of capacity building for their Sales Forces, particularly in promoting hybrid maize seeds to farmers in Madura.
In this connection, PRISMA is looking for a trainer/coach with substantive experience of facilitating sales training programs.
The overall objective of the assignment is to develop and to facilitate sales training for partner’s Sales Forces in Madura. Findings from previous research in Madura conducted by both PRISMA and Corteva will be provided to help designing the training material.
The sales trainer/coach is expected to deliver areas of work as outlined below :
- Develop educational material, including presentations, sales scripts and case studies that align with PRISMA Partner’s current marketing strategy (Taglines, Campaign, Key Messages).
- Deliver training to PRISMA Partner’s Sales Forces using gamification, role-playing activities and job simulation
- Create training techniques to help sellers define goals and strategies that will tap into their purpose and lead to maximized sales energy, focus and engagement
Key Selection Criteria :
- Experience as a Sales Training Specialist or similar role
- Relevant qualifications in Education, Sales & Marketing, Human Resources or similar relevant field
- Excellent communication skills with the ability to motivate people
- Proven Sales Management experience
- Excel at coaching, with a strong aptitude to observe, evaluate and use various techniques to improve results.
- Possess a passion for culture, the employee experience, and diversity and inclusion initiatives
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