Account Relationship Manager (ARM)

Keystone Cooperative; Roselawn (IN); On-site; USD 55,000 - 85,000; Full time

Job summary

Keystone Cooperative, Inc. is seeking an Agricultural Sales Representative to be the farmer’s trusted business partner in Indiana.

You will be the primary resource for customers regarding current and future technologies via Keystone’s Elite AGx and the Connect platform. In this role you will gain in-depth knowledge of each producer’s initiatives, present tailored recommendations, develop a Customer Account Plan, and work with Sales Lead, Regional Director and Operations to address key business

Qualifications

• 1-3 years of relevant ag sales experience.
• Bachelor’s degree in an agricultural-related field preferred; or combination of education/experience.
• Strong written, verbal and interpersonal communication; ability to build relationships.

Responsibilities

• Gain in-depth knowledge of customer initiatives through regular interaction with all levels of the operation
• Utilize AGx, Connect and other tools to interpret information and make sound recommendations
• Ask questions to understand customer strategy and adapt offerings
• Develop a Customer Account Plan and review with Sales Lead, Regional Director and Operations
• Detail, position and sell Keystone products during on-farm/phone/text interactions
• Set and achieve sales volumes, margins and other goals for each account
• Maintain account and sales call records via Keystone Connect and Strategic Account Profile Sheets
• Communicate with Location Manager and Operations on account progress and opportunities
• Provide customer service and act as a primary contact for customers
• Develop go-to-market strategies and adapt communications to changing strategies

Skills

Customer relationship management

Communication

Organizational skills

Analytical skills

Independent decision making

Travel readiness

MS Office

Product portfolio knowledge

Education

Bachelor’s degree in agricultural field

Tools

MS Office

Job description

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