Cargill Strategic Account Manager in Hopkins, Minnesota
Strategic Account Manager
Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 150,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.
The Cargill Salt business produces packages and ships salt for a wide range of market segments including agricultural, food, water conditioning, industrial, and chemical and packaged ice control. We operate more than 20 manufacturing, processing and warehousing locations that make salt from three major production methods. Cargill Salt services a variety of customers ranging from home improvement, hardware, grocery, and convenience store retailers, to food makers/processors, water conditioning dealers, and foodservice and general wholesale distribution.
We are currently searching for a Strategic Account Manager (Food).
The Strategic Account Manager will be responsible for managing the Salt business with several of Cargill's and the Salt business unit's largest, strategic, and most complex customers. This individual will be responsible for achieving sales objectives for the products appropriate to each of the assigned customers. They will also be responsible for interacting and collaborating with the other business units and category functions within Cargill.
The preferred location is Hopkins, MN however remote work locations will also be considered.
40% Build, Develop, & Maintain Customer Relationships to Achieve Financial Results
Work to ensure the target sales revenues, volume, pricing, and margin are achieved or exceeded.
Develop and expand collaborative working relationships across all functional areas (R&D, Marketing, Operations, QA, Regulatory, Procurement) within the customer’s organization, and with senior level decision makers.
Leverages and develops external network contacts
Monitors closely the customer relationship for continuous value creation and optimization. Supports customer needs through effective collaboration with other functions to ensure availability of raw materials and ability to meet customer specifications and timelines. Ensures that customers are satisfied and that any inquiries, incidents and/or issues are resolved in a timely manner.
Establishes and supports coordination across-multiple departments and may directly drive cross-selling opportunities with other business units to provide an integrated approach to meet customer’s needs and requirements as well as gain customer long-term/continued commitment.
20% Research & Identify Customer Needs
Qualify and build a pipeline of high quality sales and new project (low sodium) opportunities and manage them to ensure successful development through the commercialization process.
Researches and identifies customer requirements and expectations.
Partners with a network of support functions both inside and outside of Salt (i.e. Go-To-Market organizations, Marketing, Technology, Operations) as well as with immediate supervisor to remain knowledgeable on product and plant capabilities and the overall business strategy to address current and future needs of the customer(s).
Develops solid knowledge of the customer business strategy, requirements/needs and competitor offerings. Develops extensive industry knowledge as well as direct competitor’s offerings.
Partners with marketing groups to execute targeted customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation).
Leverages Sales and Marketing support functions to assist on sales efforts. Executes on sales/marketing strategies and tactics (i.e. product/market segmentation, pricing, channels of distributions) utilized by the business.
Supports the Sales Leadership Team in the development of the sales objectives and growth strategies for new and existing products.
30% Solution Proposal, Negotiation & Sale Execution
Within Salt’s customer base, maximizes the ability to deliver new/existing value propositions/solutions by providing insights and linking needs, benefits, and added-value offerings apart from competitors.
Supports the translation of business plans and sales strategy into account specific growth plans. Positions Cargill’s defined portfolio of products/services for most favorable opportunities by presenting the company’s capabilities and solutions. Makes recommendations on maximizing profitability.
Provides input into direct/indirect sales forecasting that includes more complex opportunities that are important for the customer.
Develops and executes sales/account planning delivery process which consists of the detailed deliverables of an action plan. Accountable for executing sales transactions through the portfolio pipeline.
Assists with development and executes the sales planning process for more complex accounts for multiple value propositions and solutions as part of the account plan.
With some oversight, structures sales proposals that represent significant value optimization to customer and business. Ensures that proposal addresses customer’s key issues, needs and requirements.
Executes more complex contracting process by partnering with the Law Department and other senior account/sales leaders to draft/structure contracts. Negotiates and finalizes sales for accounts.
Executes customer pricing programs against established market pricing policy and procedures. Collaborates with sales management and provides feedback on pricing strategy competiveness and application.
May coach and train Account Representatives.
Follows best practices negotiation methodology. Negotiates, presents, and closes deals. Possesses solid expertise on negotiation techniques that focuses on strengthen the customer relationship and “win-win” outcomes.
Assists where applicable and resolves predicable issues, settles disagreements, and clarifies misunderstandings with customers, teammates, or supervisors to enhance account performance.
May directly or indirectly participate in cross-functional/departmental collaboration to leverage innovative revenue generating solutions, including branding, pricing segmentation and product configurations. Shares cross-functional implications to the broader businesses segments and collaboratively develops and implements solutions for the more complex account(s).
In collaboration with the marketing professionals/ managers, executes customer trade/sales events.
10% Performance Targets, Measurements & Results
Executes on defined/quantifiable sales targets for assigned accounts. Provides input to the detailed sales plan of activities to monitor, assess, and ensure sales goals are achieved.
Executes outlook account management/sales forecast that incorporates market variations.
Assists in the development of annual fiscal year sales budget. Provides updated forecast on any major new, lost or incremental fluctuation in customer requirements and takes appropriate action to achieve and/or exceed sales budget targets.
Manages rebate and promotional activities and funding.
Maintains accurate records, specifically within Salesforce.com.
Assists in achieving targets that impact the Customer Experience Index.
Manages a travel and expense budget in accordance with the global travel policy and Cargill’s Guiding Principles.
May coach and train Account Representatives.
4-year college degree or four years of equivalent sales experience in lieu of a degree
In addition to above, Min 8 Years sales experience. Preference in food ingredients
Sale experience with food or food ingredients
Ability to manage complex account issues effectively across the enterprise
Demonstrated ability to analyze and understand the customer's business needs, financial situation, organizational structure, decision making process, business strategies, and relate them to Cargill Salt's capabilities
Ability to interact and engage with buying influences across all functional areas of customer's organization, and at all levels of authority including general management
Demonstrated negotiation and value based/consultative sales skills
A passion and dedication to serving customers in an enterprise team environment
Strong verbal, written, and presentation skills
Strong analytical skills
Ability to work effectively within a process centric organization
Excellent time management, prioritization, and organizational skills
Computer literacy (MS Office, CRM)
Ability to travel in the assigned geography – up to 50%
Equal Opportunity Employer, including Disability/Vet.
Primary Location US-MN-Hopkins
Other Locations United States
Job Type Standard
Shift Day Job
Req ID: HOP04660