Strategic Accounts Manager (Food Ingredients)

Cargill, Inc. Wayzata , MN 55391

Posted 3 months ago

Cargill Cocoa & Chocolate North America's Strategic Account Manager develops and fosters collaborative relationships with with a selection of national and regional accounts representing the top strategic priorities for the business. Our Strategic Account Manager integrates with key customer team members at all levels to align customer opportunities and business objectives. This role will develop and implement a strategic account operating plan to enhance Cocoa and Chocolate North America's competitiveness and market share.

Principal Accountabilities
30% BUILDS, DEVELOPS, AND MAINTAINS INTERNAL/EXTERNAL CUSTOMER/CLIENT RELATIONSHIPS

Develop, and maintain the most complex customer relationships. Accountable for the overall success of the customer relationships by delivering overall business growth and promoting business/financial impact within area of scope. Maintains relationships with the immediate set of key gatekeepers, influencers, and decision-makers to ensure that margins and sales goals are accomplished. Researches and identifies customer requirements/expectations for the most complex accounts. Partners and leverages extensive network of support functions as well as senior level managers. Assures alignment of sales/marketing strategies with nuances of account base or market segment.
30% MARGIN, VOLUME & COMMERCIAL RESPONSIBILITIES

Effectively collaborate with supply chain professionals, customer service representatives, research and development specialists, and marketing resources. Provide results through deep understanding of customer needs

and translating those needs into innovative and sustainable business opportunities.

Deliver against regional and individual margin objectives while managing to business policies for contracting, pricing,

allocation, product return, minimum order quantity, and other procedures. Communicate price quotes that attain

regional and product line objectives. Work to maximize sustainable growth and margin for the assigned (and

prospective) customers. Collaborates with sales management/leaders/teams to develop overall objectives and growth strategies.
30% SOLUTION PROPOSAL, DEVELOPMENT/NEGOTIATION & SALES EXECUTION

Partners with technical and marketing functions to deliver solutions through a team-based selling approach.

Within the business portfolio of product/services, maximizes the ability to deliver existing value propositions/solutions by

linking needs, benefits, and added-value offerings apart from competitors. Leads the translation of business plans

and sales goals into account specific growth plans. Positions Cargill's defined cocoa and chocolate portfolio of products/services for most favorable opportunities by presenting the company's capabilities and solutions. Drives most complex contracting procedures by partnering with risk management, legal, and commercial leadership. Initiates cross-functional collaboration and peer leadership to capture revenue and growth opportunities by leveraging/innovating capabilities.
10% TALENT MANAGEMENT

May coach more junior account managers on all aspects of sales/account management.

#LI-MM1

Required Qualifications

  • Bachelor's Degree (field of study in Business, Food or related science preferred)

  • Minimum 6 years B2B (ingredient sales preferred) customer facing or sales/service experience.

  • Ability to travel up to 50% of the time

Success Factors

  • Proven relationship-building skills.

  • Strong listening and communication skills.

  • Strong influencing skills.

  • Project management skills.

  • Proven experience working within a matrix organization.

  • Ability to effectively represent the BU from a commercial perspective to customers.

Preferred Qualifications

  • Master's degree.

  • Minimum 8 years of direct B2B ingredient sales experience in cocoa and chocolate, food

ingredients, or other specialty ingredient products in the areas of nutrition, health or chemical

ingredients.

  • Experience in development and execution of pricing strategy and additional value-added

service, e.g., supply chain management, risk management, collaborative product development.

  • Personal experience calling on, major consumer food and beverage companies located in the

North America.

  • Conceptual strength; ability to navigate complexity and ambiguity

  • Strong people agility

  • Highly motivated, self-starter with excellent organization skills

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Strategic Pricing Manager

Cargill, Inc.

Posted 3 weeks ago

VIEW JOBS 2/7/2020 12:00:00 AM 2020-05-07T00:00 Position Purpose & Summary The Strategic Pricing Manager for Food Service (FS) or Food Ingredient (FI) position is responsible for leading the Global Edible Oils Solutions (GEOS) FS or FI Strategic Pricing team, developing and implementing pricing strategies in line with business and account strategies, leading RFP processes for key customers, providing leadership and insight for strategic pricing data, systems and tools, and being a change agent with regards to value and market pricing structures. Principal Accountabilities 40% - Pricing Strategy Development and Implementation – Develop pricing strategies at macro and micro level in-line with business unit strategies. This involves strengthening cross functional partnerships; educating stakeholders on market conditions, economic value assessments, and pricing strategies; evaluating plans across customers and products; establishing pricing guidance for all micro segments; and leveraging the scientific process to consistently improve and evaluate pricing strategies. Responsible for analyzing and communicating cross functionally changing market and business conditions as it relates to pricing conditions. Quoting win/loss evaluation for insights and early indicators for competitor, customer, and market moves. Value capture through business unit implementation of economic value models and value creation principles. 20% - RFP Leadership -- Lead the cross functional RFP process. Build a tactical framework, gain internal alignment by active listening and coaching high-level stake holders, develop negotiation strategies, educate customer facing sales/commercial personnel on the economic value pricing strategy, and attend customer-facing negotiations when needed. 15% - Data, Systems, Tool and Process Stewardship – Provides leadership, guidance, and training in understanding the business process implications to data, systems, and tools. Ensures data accuracy and process adherence throughout the business unit. Has a continuous improvement mindset. 10% - Change Management - Change management across the broader organization. Partner with key stakeholder functions Commercial managers, Sales, FP&A and Trading to drive strategic pricing principles into our decisions and culture. 15% - Team Leadership – Accountable for performance management, talent development, succession planning and team engagement. Manages and provides coaching and training to the team including Cargill core values, safety, environmental stewardship, community involvement, and pricing competencies. Minimum Required Qualifications * Bachelor's Degree in business, finance, accounting, pricing, or business analytics or similar discipline * Minimum 7 years' experience in one or more of the following: Strategic Pricing, Revenue Management, Commercial Management, or Trading & Business Development * 3 or more years profitability analysis and pricing economics experience Preferred Qualifications * Master's Degree in Strategic Pricing, Business Analytics or equivalent degree * Strong business knowledge, including activity based costing and standard costing knowledge * Considerable working knowledge of multiple functional areas such as supply chain, procurement, finance, operations, etc. and demonstrated ability to integrate information across those fields * 5 or more years' experience setting pricing strategies for B2B companies * Proficiency in using pricing tools like PROS, Zilliant, Vendavo, etc. * Working knowledge of ERP systems and Microsoft applications * Proven strong negotiation skills * Experience with production or manufacturing environment * 5 or more years of experience in food industry Cargill, Inc. Wayzata MN

Strategic Accounts Manager (Food Ingredients)

Cargill, Inc.