Account Relationship Manager

Keystone Cooperative; Frankfort (IN); On-site; USD 50,000 - 75,000; Full time

Job summary

Keystone Cooperative is seeking a field-based account manager to serve agricultural customers in Indiana. You will engage producers to understand their business drivers & buy practices, translate needs into actionable plans, and position Keystone products across on-farm and outreach channels.

The role requires 1–3 years of ag sales experience, strong communication and analytical skills, and willingness to travel to support farmers and expand market share.

Qualifications

• 1-3 years of relevant ag sales experience.
• Basic understanding of crop production and agronomy.
• Strong written, verbal and interpersonal communication skills.
• Excellent organizational skills and ability to work within strict time frames.
• Capable of learning diverse product portfolios and margins.
• Strong analytical skills and ability to calculate information.
• Ability to work independently and make decisions.
• Willingness to travel as needed.

Responsibilities

• Gain in-depth knowledge of customers’ initiatives, goals and strategies through regular interaction.
• Utilize AGx, Connect and other tools to interpret information and recommend solutions.
• Ask questions to understand customer strategy and adapt offerings.
• Develop and review a Customer Account Plan with sales leadership and operations.
• Position and sell Keystone products during on-farm and other outreach formats.
• Set and achieve sales volumes, margins and objectives per account.
• Maintain account and sales records in Keystone Connect and profiles.
• Communicate progress and issues with Location Manager and operations.
• Provide customer service and resolve issues for assigned accounts.
• Develop go-to-market strategies and adapt as needed.

Skills

Agricultural sales

Communication skills

Organizational skills

Analytical skills

Independent decision-making

Travel readiness

MS Office

Education

Bachelor's degree in agricultural-related field

Tools

MS Office suite

Company software

Job description

Overview

This position is responsible for communicating the value we bring to a customer and ensuring that those values are delivered and realized by our customers. This position delivers on Keystone’s promise of being the farmer’s trusted business partner. This includes being the primary resource for customers regarding current and future technologies via Keystone’s Elite AGx and the Connect platform.

Duties And Responsibilities

Include but are not limited to:

• Gain in-depth knowledge and insight of assigned customers’ initiatives, goals, and strategies through regular interaction with all levels within the customer’s operation, including understanding the producer’s business drivers, strategy and buying practices
• Utilize AGx, Connect and other tools to assist customers in interpreting information and make sound recommendations
• Ask good questions to understand customer’s strategy and adapt our offering to best fit the customer’s goals.
• Ensure objectives and targets of the producers are met by the development of a Customer Account Plan. Incorporate regular review of plan with Sales Lead, Regional Director and Operational team to identify, evaluate and respond to key business issues of the accounts and provide ultimate service to the customer
• Detail, position and sell Keystone products and services during on-farm calls, telephone calls, text messaging and other formats to achieve communication style desired by customer
• Set and achieve sales volumes, profit margins and other goals for each assigned account.
• Maintain account and sales call records via Keystone Connect and Strategic Account Profile Sheets
• Communicate with Location Manager and Operations daily on account progress, account service and potential issues or opportunities with assigned accounts. Cooperate with decision makers and operational individuals within different businesses (Grain, Agronomy, Energy and Swine & Animal Nutrition) on all account developments
• Provide customer service and act as one of the primary points of contact for customers, including resolving customer issues and complaints
• Develop work habits that create, build and support the go-to-market strategy within the organization. Adapt to and communicate changes in strategies to key stakeholders.

Skills And Qualifications

• 1-3 years of relevant ag sales experience
• Basic understanding of crop production, including basic agronomics
• Strong written, verbal and interpersonal communication skills including the ability to build and maintain successful business relationships
• Excellent organizational skills and ability to work well within strict time frames, despite numerous interruptions
• Capable of learning diverse product portfolios, margin expectations and deliver profitability to company and farmer-owners
• Strong analytical skills and ability to accurately calculate information
• Ability to work independently and make appropriate decisions.
• Must be willing to work hours necessary to be successful and travel as needed
• Proficient with MS Office suite and company specific software. Ability to understand and utilize additional technological tools and resources.

Education And Experience

• Bachelor’s degree in an agricultural-related field is preferred; or a combination of education and/or experience