For over 50 years, Clarkson has been an industry pioneer in the production and supply of identity preserved grains, oilseeds, and ingredients to food and feed industries worldwide. Clarkson works with end users to identify, select, and supply hybrids/varieties/characteristics that improve end product quality, market access, process yield and client differentiation. Clarkson's supply chain is traceable and transparent. Products can be conventional, non-GMO, organic, regenerative or whatever the client wants. To satisfy demand, farmers receive premiums to grow what buyers want in the way they want it. Crops ship from Clarkson's own facilities cleaned and ready to process; move in bag or bulk; travel by truck, container, rail, barge, or vessel. Clarkson's supply system functions every day throughout the year.
Essential Duties and Responsibilities
This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed. This job description is not intended to be all inclusive of qualifications, knowledge, skills, abilities, duties, responsibilities or working conditions associated with the position.
KEY ACCOUNTABILITY
END USER SALES: Drive sales growth through existing customers in a manner that honors the "Clarkson Way".
Analyze the current portfolio to understand where the greatest potential lies.
Understand customer needs and continue to develop and foster positive working relationships with a clear understanding of the customer base and future trends in the market.
Contact and sell to customers at various levels within existing accounts.
Manage existing accounts based on prioritization.
Negotiate contracts that are a win-win for Clarkson Grain and the customer.
Ensure customer satisfaction through customer service checks to ensure continued positive working relationships.
FINANCIAL LEADERSHIP:
Effectively utilizes global market insights to manage futures positions and spreads to maximize income and minimize risk.
Regularly communicates with the President / Chief Operating Officer to effectively manage cash flow.
Partner with the President / Chief Operating Officer to: effectively manage futures, basis, and freight positions to maximize income and minimize risk, determine and manage essential supporting paths to realize annual revenue, margin, and profitability growth targets and identify and communicate challenges, constraints, needs and opportunities as well as propose potential solutions and ideas through a holistic (company-perspective) lens.
NEW BUSINESS DEVELOPMENT: Builds Clarkson Grain's market position (this may be breaking into new markets or gaining market share in existing markets) by locating, developing, defining, negotiating, and closing business relationships that align with Clarkson Grain's mission, vision, and values.
Identifies trendsetter ideas by researching industry and related events, publications, and announcements; participating in educational opportunities; building and maintaining personal networks; strengthening relationships with existing customers; combining grain knowledge with food knowledge to tie ourselves closer to processors; participating in professional organizations. Uses that market knowledge to proactively identify innovative, new products/services and business opportunities based on timely grower, customer, and consumer unmet and unarticulated needs.
Pursues and develops relationships throughout the supply chain with potential partners that currently have other services/products offered in the market to help foster strategic partner relationships.
Locates or proposes potential business deals by discovering and exploring various opportunities as well as contacting potential partners and customers.
Screens potential business deals by analyzing market strategies, deal requirements, potential, and financials; evaluating options; resolving internal priorities; recommending equity investments.
Develops negotiating strategies and positions by studying integration of new venture with Clarkson Grain's strategies and operations; examining risks and potentials; estimating partners' needs and goals.
Closes new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
Ensures effective and efficient transition of new customer relationships at the appropriate time and pace to the Merchandising Team to maintain customer satisfaction.
Develops, manages, and regularly updates business development plans, detailing the company's position versus desired position.
Protects Clarkson Grain's value by maintaining appropriate confidentiality.
ORIGINATION: Effectively, efficiently, profitably, and continually originatespecialty grains (i.e., non-GMO, organic, other specialty commodities) that comply with the merchandising business unit guidelines and risk parameters as well as ensure customers receive the specialty commodities they agreed to purchase. Develop and maintain grower relationships in a manner that honors the "Clarkson Way".
Procure specialty grains and other products from farmers as required to satisfy customer needs.
In collaboration with the Associate Merchandiser, oversee and manage annual contract offers and contract confirmations.
In collaboration with the Associate Merchandiser, oversee and manage contracting to facilitate efficient inventory management.
Oversee grain settlements, contracts, and discount schedules to ensure accuracy and to effectively communicate with the grower regarding these items.
Develop and document an understanding of Clarkson's grower's capabilities and skills (e.g., production capacity/acres, typical grain quality, storage and drying capabilities, truck freight availability, etc.)
Oversee farmer documentation (e.g., chemical lists, organic certifications, etc.)
Respond to common inquiries or complaints with growers.
In collaboration with Merchandiser Assistants, review and manage contract fulfillment and completion, addressing contract shortfalls and over-runs in a timely manner.
In collaboration with other Senior Merchandiser, Associate Merchandisers, and Operations Personnel manage the delivery schedule of farmer grain to maintain proper inventory levels.
Partner with origination customers to understand their operation quality to schedule inbounds to meet operations cleaning schedules.
STRATEGIC LEADERSHIP / ANALYST INSIGHTS / LEARNING: Serve as a thought leader within the merchandising team, Clarkson Grain's existing customers and the industry.
Maintain an up-to-date knowledge of local, domestic, and global market (current and historical) trends and competitor activities to develop expertise in the markets that could influence Clarkson Grain's business (i.e., transportation (barge, rail, container, other truck markets), processors, weather, trade, competitor's offers, services, and activities, etc.) and to identify potential market opportunities.
Ensure Clarkson Grain remains competitive within the marketplace by understanding demand driven markets and how that impacts price trends in non-hedgeable markets.
Bring new ideas and insights to existing customers, recommend changes in strategy and tactics to capitalize on shifts within the marketplace as well as provide strategic input to all strategic roadmaps, including but not limited to facility/capital investments and new project opportunities.
Collaborate with Merchandisers and the President / Chief Operating Officer to share key insights and revise marketing strategies and programs to capitalize on identified opportunities and modify strategies and tactics, where needed.
Continuously evaluates global market and industry trends, which includes the process of obtaining, evaluating, triangulating, and disseminating, when appropriate, this market/competitive intelligence within the merchandising team and/or our customers.
ADMINISTRATIVE AND OTHER DUTIES AS ASSIGNED
Aid the Merchandising Assistants in problem solving and customer service as needed.
Serve as a back-up to the other Merchandisers.
Manage/support special projects as assigned by the CFO, COO, or CEO.
Knowledge, SKILLS, and Abilities
Comprehensive understanding of commodity grain trading, hedging, freight, logistics, CBOT pricing, agronomics and related grain merchandising practices and the ability to manage risks.
Understands the Board of Trade and knows enough to analyze it.
Understands basis spreads, carry, etc. to ensure we can communicate with the grower on their contract basis.
Proven solid work ethic and ability to work independently while still working effectively within a team. Ability to manage multiple priorities and work effectively with different personalities.
High degree of integrity and trustworthiness
Effective use of analytic (i.e., Excel) and communication tools. (i.e., PowerPoint, Word, Outlook, CRM) Experience with Agris is a plus.
Gain or obtain knowledge of GMP, Food Safety and HAACP Plans, grain grading, etc.
Core Competencies
Business Acumen
Global Perspective
Building Trusting Relationships
Building Customer Relationships
Targeting Sales Opportunities
Building Networks
Aligning & Executing the Sales Strategy
Making Sales Operations Decisions
Creating a Service Reputation
Broadening Business Value
Initiating Action
Sales Negotiation
Driving Successful Customer Engagements
Driving for Results
Creating Demand Through Insight
Qualifications and Education Requirements
Bachelors' degree in agriculture or business-related field or equivalent experience required.
5-7 years experience in grain merchandising (experience in niche markets a plus)
Special Requirements
Requires a valid operator's license.
Able to travel up to 25% of the time - travel predominantly within the US but some international travel is required.
Level of responsiveness for emergency situations.
Physical Demands
Reasonable accommodation can be made to enable people with disabilities to perform.