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Regional Account Manager at Cargill

Posted in Sales 30+ days ago.

This job brought to you by eQuest

Type: Full-Time
Location: Wichita, Kansas





Job Description:

Position Purpose


The Regional Sales Manager is responsible for delivering the Cargill Protein group vision for food ingredients and long-term goals for a portfolio of complex medium/large customers large sized manufacturing customers as well as prospects of varying sizes in the Protein Ingredients channel.   This individual will be responsible for achieving the objectives that will drive significant profitable growth and mutual value creation across assigned customers.  


The position requires significant influential leadership to develop, build, and maintain relationships at multiple levels of the customer’s organization as well as within functions across the Cargill Protein business to ensure alignment.  Work activities include researching and identifying customer needs to create and propose solutions, setting targets, structuring agreements, negotiating, and executing/measuring according to the defined strategy.


This position will work with customers geographically located in the Western U.S. (west of the Mississippi).


Principal Accountabilities


(60%) BUILD, DEVELOP & MAINTAIN EXTERNAL CUSTOMER RELATIONSHIPS 


  • Systematically establishes, builds, develops integrated customer relationships with Cargill Protein Ingredient segmented customers.  Will quickly establish credibility with current and specialty customers.  Accountable for the overall success of the customer relationships by delivering significant business/financial impact within the area of scope.

  • Builds relationships with senior/key stakeholders in customer’s organization. Identifies/builds relationships with a broad set of key gatekeepers, influencers, and decision-makers to ensure that margins and sales goals are exceeded through a significant understanding of the customers’ need and ways to enhance Cargill added value proposition.

  • Prospects for potential new clients and builds relationships that lead to increased business. Cold calls as appropriate to ensure a robust pipeline of opportunities. Meets potential customers by growing, maintaining, and leveraging their network. Identifies potential customers and decision-makers within the prospective organizations. Researches and builds relationships with new clients.  Plans approaches and presentations that speak to the clients’ needs, concerns and objectives. 

  • Establishes and oversees strategic and tactical alignment amongst stakeholders, with a focus on mutually beneficial outcomes that create shared value, expectations, and goals. This includes effective facilitation across multi-functional, matrixed, or integrated connections (i.e. zippered relationships) that consist of decision makers both externally (i.e. customer leaders) and internal to Cargill (i.e. Platform/BU/Functional Leaders).

  • Oversees/monitors the customer relationship for continuous value creation and optimization. Advocates, positions, and coordinates resources/information across the business for meeting the customer’s current and future needs, requirements as well as gaining customer long term, continued commitment. 

  • Effectively engage the business, marketing, R&D, innovation, and operations teams within the Protein Ingredient segment in addition to the Cargill Protein trade sales teams.  For the assigned accounts, this position is accountable for conveying customer strategies, enabling collaboration across Cargill specific to the customers’ needs and opportunities, and providing ongoing customer communications.  

  • Use knowledge of the market and competitors to identify and develop the company’s unique selling propositions and differentiators.


(15%) RESEARCH & IDENTIFY CUSTOMERS BUSINESS NEEDS

  • Represents the voice of the customer within Cargill Protein Ingredient segment and is well versed in the customer’s long-term/strategic goals, needs and requirements. Is an advocate for the customer inside the business. 

  • Partners and collaborates with senior level leaders/executives (i.e. Business Leaders / Commercial Leaders, Functional Leaders; Marketing / R&D / Operations / Supply Chain) within Cargill Protein Ingredient channel to develop a multidisciplinary/broader understanding of Cargill’s products and services to proactively identify/match to customer/ business’s needs.

  • Continuously develops exceptional knowledge of competitive offerings. Proactively analyzes competitor capabilities along with comparisons to Cargill capabilities to determine gaps and to position Cargill against competitive options. 

  • Attend industry functions such as tradeshows, association events, and conferences and provide feedback and information on market and creative trends.

  • Present to and consult with Protein Ingredients channel business and marketing teams on business trends with a view to developing new services, products, and distributions channels.


(15%) SOLUTION PROPOSAL & DEVELOPMENT/ NEGOTIATION & SALE EXECUTION

  • Positions Cargill Protein Ingredients for leading opportunities by presenting the company’s capabilities and solutions. Designs and implements strategic sales process and overarching alignment for Strategic Accounts in accordance with our Customer Segmentation. 

  • Prioritizes, improves, and executes sales/account planning delivery process which consists of the detailed deliverables of an action plan. Accountable for overseeing and/or executing sales transactions through the portfolio pipeline

  • Links Protein Ingredient core competencies with customer needs, takes an innovative approach to creating solutions based on a long-term and distinctive value proposition to the customer.

  • May directly lead and coordinate multiple large, complex strategic opportunities through the pipeline by directing multiple, cross-functional teams from opportunities to closed business.  Will close critical, complex sales transactions. 


(10%) PERFORMANCE TARGETS, MEASUREMENTS AND RESULTS

  • Executes on defined/quantifiable sales targets for complex accounts. Provides input to the detailed sales plan of activities to monitor, assess, and ensure sales goals are achieved. 

  • Executes long/medium-term outlook account management/sales forecast that incorporates market variations of a defined portfolio of products/services goals

  • Develops a long-term outlook, strategic account plans, and sales forecasts that incorporate market variations and enterprise goals.

  • Designs and recommends improvements to the account planning process in collaboration with Business and Marketing leaders.

  • Leads sales forecasting and measurement processes. Monitors customer satisfaction communicates the customers concerns to those who are servicing the customer directly. Enforces and communicates the commitment to the customer.

  • Delivers on sales performance / financial targets / budgets; sales volume, prices, revenue, profitability.



Required


  • 4-year college degree or 4 years of applicable sales or business experience.

  • At least 2 years general business or sales experience.

  • A passion and dedication to serving customers in an enterprise team environment.

  • Strong verbal, written, and presentation skills.

  • Demonstrated track record of success and ability to deliver results in a customer facing role.

  • Excellent verbal and written communication. 

  • Strategic thinker with strong analytical skills.

  • Ability to work effectively within a process centric organization. 

  • Excellent time management, prioritization, and organizational skills.

  • Advanced computer literacy (MS Office, CRM).

  • Ability to travel in the assigned geography – up to 50%.


Preferred 

  • Previous sales experience with demonstrated negotiation and value based / consultative selling skills.

  • Experience selling protein, dairy, or other ingredients used in finished retail food products, branded and/or private label, to large CPG companies, manufacturers, and co-manufacturers.

  • 3+ years of experience making corporate headquarter sales calls.

  • Customer relationship management software experience is a plus (Salesforce).

  • Work experience with a major U.S. processor selling into the Protein Ingredient channel.

Other relevant information

  • Opportunity to further develop selling skills with customers. 

  • Ability to grow and advance into an advisor level Strategic Account Manager role responsible for most important accounts within the Protein Ingredients Channel.