National Account Manager

Job Listing No: 9740000

National Account Manager

 Position PurposeThe National Account Manager is responsible for creating and defining the sales vision and long-term goals for complex strategic customers (Global/National Accounts) that drive significant business/financial impact.  The National Account Manager will maximize opportunities for the customer and for Cargill across multiple business units (Global Edible Oil Solutions, North America and Global Edible Oil Solutions, SpecialtiesPrincipal AccountabilitiesResponsibility/Duty30% Drive Profitable Growth  Translate business plans and sales strategy into customer-specific growth plans. Develop forecasts that include complex opportunities that are transformational for the customer.Drive execution of defined sales targets for highly complex strategic accounts. Ensure sales goals are achieved and deliver on sales performance targets/budgets for contribution margin, volume, and profitability. Lead all selling activities into strategic customers leveraging customer knowledge, Cargill production applications, strong commodity markets understanding, and risk management tools. Partner with Oils Commercial Management and other oils Businesses to define volume and margin strategy in order to defend and win new business.Partner with Risk Management to outline the strategy and approach for risk management services for customers.Develop, negotiate, and execute long-term supply agreements, and/or agreements, and and/or confidentiality agreements in conjunction with Sales, Commercial management, and legal.   30% Build, Develop & Maintain External Customer Relationships:    Research and identify customer requirements and expectations for complex strategic customers. Develop deep relationships with customers throughout customer organization.  Understand and influence a wide range of customer stakeholders by leveraging their value drivers.Gain first-hand customer information of current and future needs and translate into improvements in products and servicesRepresent the customer s best interest within Cargill; become well-versed in the customer s long-term goals, needs and requirements. Position Cargill as the partner of choice with the customer. Partner and collaborate with senior level leaders/managers (i.e. BU/Commercial Leaders, Marketing/R&D/Operations/Supply Chain) to develop a broad understanding of Cargill s and the Business Units strategies, products, and services capabilities in order to proactively match to customer business needs and requirements.Continuously develop advanced knowledge of our competitor s offerings. Proactively analyze competitor capabilities along with comparisons to Cargill capabilities to determine gaps and to position Cargill against competitive options.    20% Develop and Close NPSS (New Product, Services & Solutions) with the Customer Organization    Ensure New Products, Services, and Solutions (NPSS) targets are achieve for strategic customers.  Develop a robust pipeline of new products opportunities through New Business Accelerator (NBA) process.Lead the effort to maximize internal resources for innovation, reformulation, and applications development work with customer's R&D and Product Development departments.    10% Collaboration    Collaborate with and influence internal cross-functional teams to leverage innovative revenue-generating solutions, including reformulation, risk management solutions, and commercial pricing strategies. Bring customer insights back to the business.  Share cross-functional implications to the broader businesses segments and collaboratively develops and implement solutions for complex strategic customers.Partner with Corporate Account Leaders CAL s to understand and drive the overall strategy for Cargill corporate/enterprise customers.  Work in tandem with the CAL s to ensure value for the customer and achieve profitable growth for Cargill.    10% High Performance    Provide rigorous analysis of assumptions and issues in customer project analysis and market research.Drive sales forecast process and ensure the collection and accuracy of related sales data.Develop and execute against Customer Development plans for customers.    Essential Functions/Requirements    Ability to travel as required up to 50% of time    Equal Opportunity Employer, including Disability/Vet.Skills:Education, Experience, SkillsMinimum Required Education    Four-year degree  Experience  Minimum of 7+ years of food ingredient sales, trading/merchandising, consulting or comparable B2B experienceDemonstrated ability to independently create and defining the sales vision and strategies for complex national accountsDemonstrated track record of uncovering multiple customers needs (both expressed and unexpressed) and translate those needs to customer specific solutions.Able to define customer solutions, including presenting the business case for change within the customer organization.  Demonstrated ability to quantify value for the customer and position and negotiate based on that value.  Experience in building relationships and selling to Senior Stakeholders within the customer organizationDemonstrated leadership  

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