Industrial Sales Account Manager
Cargill?s texturizing solutions (CTS) business specializes in the production of texturizing ingredients that link the core food-building blocks (proteins, lipids, carbohydrates and water) into finished foods and beverages. Our nature-derived ingredients portfolio is comprised of extracts from major crops (starches, soy proteins and lecithins), seaweeds (carrageenans and alginates), fruits (pectins and locust bean gum) and sugar fermentation (xanthan gum). These specialized ingredients are also applied to offerings in the personal care, pharmaceutical and industrial categories.??Through our expertise in origination, global supply chains, research and formulation, we help our customers achieve consistent product quality at an affordable price.Our texturizing business is operational in all continents with 31 sales offices and 20 manufacturing plants: Native and modified food starches and spray-dried specialty starches/ maltodextrins are produced in plants located in Germany, Italy, the Netherlands, France, Spain and the United States. ?
Soy proteins are produced in plants located in the United States.?
Hydrocolloids are produced in plants located in France, Germany, Morocco and the Philippines. Functional Systems are produced in plants located in China, France, and the United States. ?
Lecithins are produced in plants in Germany, the Netherlands and in the United States.The Industrial Senior Sales/Account Manager?position is responsible for developing and executing the sales vision and goals for complex customer account(s) that will drive significant business and financial impact and will maximize opportunities for the customer and within the Industrial Segment. ?This includes building, developing, maintaining internal and external customer and client relationships; researching and identifying customer?s needs to ultimately propose solutions and create demand. ?Work activities also include presenting and developing solutions recommendations, structuring, negotiating, and executing the sales and account contracts as well as setting targets and measuring results. ?Examples of the Industrial Segment would be selling into the oil field, fermentation, adjuvants, resin technology, household cleaners, paints and coatings, asphalt and building materials markets and promoting products such as soy flour, lecithin, and hydrocolloids. ?
The position location preference is Minneapolis, Minnesota, but flexible to considering other locations.
Principal Accountabilities:?35% – Develops and Manages Customer Relationships to Achieve Business Results and Growth Objectives:
Initiates, develops, and manages long/lasting working relationships with customers at multiple levels and across functions with key decision makers in order to understand the customers? strategic priorities and needs. ?Closely manages the customer relationship for continuous value creation and optimization.
Accountable for the overall success of the customer relationships by delivering significant business/financial impact within the Industrial Segment. Collaborates/partners with Logistics/Procurement/Supply Chain/Research and Development (R&D)/Marketing/Quality/Product Line/Credit professionals to ensure the 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 strategic coordination across Cargill?s texturants product lines and may directly drive cross-selling opportunities with other Cargill Business Units (BUs) to provide an integrated approach to meet/exceed customers current/future needs and requirements as well as gain customer long-term/continued commitment.
Achievement of Financial Results: Work to ensure that target sales volume, pricing and margins are achieved or exceeded across commodity and specialty product lines.
Research and Identify Customer / Business Needs: ?25%
Partners and leverages extensive network of support functions (i.e. Go-To-Market organizations, Marketing, R&D, Operations) as well as with senior level managers to develop a deep understanding of most complex accounts products and services capabilities and the overall business strategy to ultimately anticipate and address current and future needs of the customer(s).
Possess and continuously develops deep knowledge of the customer business strategy, requirements/needs and competitor offerings. Develops extensive industry knowledge across a broad and/or specialized spectrum of products/services/segments/channels as well as direct competitor?s offerings.
In collaboration with marketing groups, may execute targeted customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation).
Qualify and create a pipeline of high quality sales opportunities and manage them to ensure successful development. Understand the customer?s definition of value and identify opportunities where Cargill and CTS can deliver that value.25% – Solution Proposal and Development / Negotiation and Sales Execution:?? Positions Cargill for leading opportunities by presenting the company?s capabilities and solutions. Designs and implements strategic sales process and overarching alignment for highly complex strategic accounts.
Identifies and develops long term outlook solutions with key developers and cross-functional teams to create new/existing products/services geared towards growing market share as well as increasing margin contribution across all CTS product lines.
Develops and structures sales proposals (i.e. structure/ tailor proposals for new, innovative solutions; negotiate across multiple functions) that represent maximum value optimization to customer and business. Ensures that proposal addresses customer?s key issues, needs and requirement.
May develop, negotiate and finalize sales for strategic accounts and/or work in direct partnership with sales/account professionals during this process. Possesses proficient expertise on negotiation techniques that focuses on long-term customer relationship and ?win-win? outcomes. Has control and understanding of customer needs and prepares for negotiation by gathering detailed information/facts.
Business Planning: Development and execution of customer development plans for key accounts in the assigned territory. Retain and expand strong working relationships with large-sized established customers; and builds multiple-level and cross-functional relationships across customer buying influences.10% – Reporting and Contract/Forecast/Credit Management:?? Submits timely call reports and opportunity updates using internal processes.
Submits timely and accurate contracts and forecast updates using internal processes.
Monitors customer contract performance and works to ensure contract commitments are upheld.
Works to minimize credit exposure and address credit issues or concerns.5% – Other Duties as Assigned?At Cargill, we believe that employees must have the opportunity to do what they