Pet Premix and Toll Manufacturing Sales Manager
LEW00071? — Pet Premix and Toll Manufacturing Sales ManagerPosition Purpose & SummaryThe Pet Ingredients Sales Manager is responsible for achieving Cargill Premix & Nutrition (CPN) US pet food premix development and growth goals. ?This individual will be responsible for implementing strategy and achieving objectives that will drive new, profitable growth and mutual value creation within CPN US and across the US pet food industry. ?
?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 CPN US business to ensure alignment. ??Close collaboration with other Cargill entities and teams to create synergies for Cargill and the customer. Work activities include researching, identifying and understanding customer needs to create and propose solutions, setting targets, structuring agreements, negotiating, and executing/measuring according to the defined strategy.?? This role will also assist with managing and growing existing and new opportunities in manufacturing services for pharmaceutical companies, equine supplement businesses and other opportunities where we can leverage our capabilities, resources and assets.
?Principal Accountabilities(60%) BUILD, DEVELOP & MAINTAIN EXTERNAL CUSTOMER RELATIONSHIPS
Systematically establishes, builds, develops integrated customer relationships with pet food companies.? Will quickly establish credibility with current, defined toll manufacturing customers. Accountable for the overall success of the customer relationships by delivering business/financial impact within the area of scope.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 that consist of decision makers both externally and internal to Cargill.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 pet food premix segment.? 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 and CPN US selling propositions and differentiators.(15%) RESEARCH & IDENTIFY CUSTOMERS BUSINESS NEEDS
?Represents the voice of the customer within CPN US 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 CPN US and Cargill 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 CPN US 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 CPN US for leading opportunities by presenting the company?s capabilities and solutions. Designs and implements strategic sales process and overarching alignment for accounts in accordance with customer segmentation. Links CPN US capabilities 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 by directing multiple, cross-functional teams to develop new business.? ?(10%) PERFORMANCE TARGETS, MEASUREMENTS AND RESULTS
?Develops a long-term outlook, strategic account plans, and sales forecasts that incorporate market variations and business goals.Designs and recommends improvements to the account planning process in c