Regional Senior Account Relationship Manager-- Agronomy

Keystone Cooperative, Inc.; Sullivan (IN); On-site; USD 90,000 - 160,000; Full time

Job summary

Keystone Cooperative, Inc. in Sullivan, Indiana seeks an experienced agricultural sales professional to build value with top customers and prospects across branches.

You will drive growth, retention, and acquisition by leveraging Elite AGx and Keystone Connect platforms, and lead strategic account plans with cross-functional teams. The role requires strong communication, 5+ years of ag sales experience, and the ability to manage high-value accounts while maintaining profitability for the company

Qualifications

• Minimum 5 years in ag sales or related roles.
• Experience achieving multi-million-dollar sales targets.
• Strong written and verbal communication skills.

Responsibilities

• Identify key accounts with Sales Lead and Regional Director to build goals and experiences.
• Meet sales targets and grow existing accounts while maintaining margins.
• Lead cross-branch collaboration to fulfill customer orders and plans.
• Coordinate with Finance, Energy, SWAN, and Grain divisions for cross-divisional selling.
• Mentor field sales and operations staff and participate in strategic initiatives.
• Develop and maintain Customer Account Plans with regular reviews.

Skills

Agricultural sales

Strategic account planning

Customer relationship management

Cross-functional collaboration

Analytical skills

Communication skills

Education

Bachelor’s degree in agricultural-related field

Tools

MS Office Suite

Keystone Connect software

Job description

Job DescriptionOverview:This position is responsible for creating value and building sales with selected high importance customers and prospects and ensures that those values are delivered and realized by those customers across multiple branches and regions. 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 platforms.Duties and Responsibilities:Include but are not limited to:Include but are not limited toIdentify (along with Sales Lead and Regional Director) customer accounts that we will review annually to build strategies, goals, and definitive Keystone Brand experiences that results in increased growth, retention, and acquisition.Meet sales and other goals for selected accounts. Maintain portfolio sales of existing business, grow sales with selected accounts in targeted areas, or gain access to the farm through trial actions while maintaining profitable margins.Act as the lead for all assigned accounts. Coordinate, collaborate, implement, plan, and team sell with all other Keystone personnel that interact with the farm.Seamlessly manage accounts that span across multiple branches and/or Regions. This includes being the lead communicator, understanding customer and branch priorities, and assisting in plans and strategy to successfully fulfill the customer’s order and processing.Identify and execute opportunities for cross-divisional selling by working in partnership with Finance, Energy, SWAN, and Grain divisions.Actively engage in Keystone’s strategies by participating as a Committee Member in selected Agronomy or other division initiatives.Mentor and coach field sales and operations team members and collaborate with Keystone Leadership to bring a quality brand experience to our customers.Exhibit a willingness to work on strategic projects and plans.Gain in-depth knowledge and insight of assigned customers’ initiatives, goals, and strategies through regular interaction with all levels within the customer’s operation. This includes understanding the producer’s business drivers, strategy and buying practicesCreate an unmatched experience for customer by utilizing Elite AGx, Keystone Connect and other tools to assist customers through providing and interpreting information and making recommendationsAsk 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 customerSet and achieve sales volumes, profit margins and other goals for each assigned account.Detail, position and sell Keystone products, services and personal expertise using a multitude of marketing options.Maintain account and sales call records via Keystone Connect and Strategic Account Profile SheetsCommunicate 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 developmentsDevelop 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:At least 5 years of relevant ag sales experienceProven history of selling $8M in salesDeep understanding of crop productionStrong written, verbal and interpersonal communication skills including the ability to build and maintain successful business relationshipsExcellent organizational skills and ability to work well within strict time frames, despite numerous interruptionsCapable of learning diverse product portfolios, margin expectations and deliver profitability to company and farmersMet or exceeded sales goals in at least 3 of previous 5 yearsStrong analytical skills and ability to accurately calculate informationAbility to work independently and make appropriate decisionsWork hours necessary to be successful and travel as neededProficient with MS Office suite and company specific software. Ability to understand and utilize additional technological tools and resourcesEducation and Experience:Bachelor’s degree in an agricultural-related field is preferred; or a combination of education and/or experience