Ingredients Sales Lead ? Strategic Accounts

Job Listing No: 9740000

Ingredients Sales Lead ? Strategic Accounts

Cargill Protein is a leader at delivering primary processed and value added proteins into the Foodservice, Retail and Manufacturing market channels. It operates several food processing facilities located in the US and Canada. Our customers in Foodservice are comprised of large national restaurant chain operators, contract feeding companies and both national and regional foodservice distributors. Our Retail customers are comprised of primarily large national grocery retailers and warehouse clubs. Our Manufacturing customers are comprised of large branded manufacturers of retail consumer packaged goods. The customers from these channels are attracted to working with Cargill because of our demonstrated leadership in delivering innovative products, integrity, operational excellence, food safety and risk management.Position PurposeThe Sales Lead oversees and manages all customer relationships in the channel and is responsible for strength and profitability of relationships at each tier. The primary responsibility of the Trade Sales Lead will be to lead the strategy and operations of the channel sales force. The Sales Lead also plays a key role in overseeing three distinct areas:Customer Management: The Sales Lead will oversee customer teams to manage the channel?s strategic customer relationships (e.g. Nestle, ConAgra, Campbell?s) and help to drive growth through sales excellence and developing customer demand for Cargill productsChannel-Specific Customer Sales/Business Development: The Sales Lead will provide input to the business development teams and lead customer teams within the channel across all protein types in identifying new customer opportunitiesPricing Execution: The Sales Lead oversees pricing execution within the channel and assists with development of price strategy alongside the pricing teamPrincipal Accountabilities?60%
Customer Management: Oversee strategic customer account teams and promote sales excellence across all products and proteins in the channelOwn customer relationships, taking responsibility for customer satisfaction and business retention; Develop and execute account plans that represent the current and future needs of each customerManage total customer profitability by regularly reviewing resource investments, customer behaviors, and account-level profitability?Coordinate with marketing to drive profitable top line growth?Promote the overall portfolio shift from commodity product to value add?Improve Customer Experience through Training, Measurement, Process, Goals tracking, etc.30%
Channel-specific Sales/Business Development: Lead Cargill-Protein business development process by identifying and implementing channel specific business development opportunities (e.g., cultivating new customer relationships)Work closely with the Commercial Lead and Product Lead to surface new product opportunities driven by customer demand?Help prioritize Business Development resources in the channel10%
Pricing Execution:Coordinate closely with Insights and Analytics Centers of Excellence to gather relevant analytics to develop Pricing Strategy?Interpret price guidance set by pricing COE within the context of the channel and specific customer accountsWork with channel leads, business managers, and customer teams to understand customer needs and the implications for Pricing Strategy development and executionEvolve pricing strategies as needed to account for channel dynamics and changing market conditionsSkills:
Required QualificationsBA/BS Degree?Minimum of 10+ years of related food/meat industry experience?Prior field sales, account manager, and/or market experience in the food/meat industry.Category, market channel expertise in retail, manufacturing, distribution sales.Proven strength in value-based sales techniques and understanding of customer segmentation.Proven track record of building relationships and providing customer solutions.Proven ability to manage and coach for high performanceResults oriented ? proven history of success in challenging/tough markets/ and environments?Travel required :
50%
(sales office,
key business facilities and customers)Preferred Qualifications5+ years of experience leading a sales team/organizationIndustrial/Manufacturing experienceA broad perspective and understanding of multiple disciplinesStrategic customer relationshipsAbility to work closely with complex customersExperience in working on cross business initiatives

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