Regional Senior Account Relationship Manager-- Agronomy

Keystone Cooperative; Sullivan (IN); On-site; USD 90,000 - 140,000; Full time

Job summary

Keystone Cooperative in Sullivan, Indiana seeks an experienced Agricultural Sales professional to drive value and growth with key accounts across multiple branches and regions. You will be the primary resource for customers on current and future technologies via Keystone Elite AGx and Connect platforms.

You will lead account strategies, collaborate with Sales Leaders and Operations, and mentor field teams to deliver a high-quality brand experience for farmers.

Qualifications

• 5+ years of ag sales experience.
• Track record of selling multi-million dollars in sales.
• Strong knowledge of crop production and farming practices.
• Excellent written, verbal and interpersonal communication.
• Excellent organization and ability to meet deadlines.
• Ability to learn diverse product portfolios and margins.
• Consistently meets or exceeds sales goals in multiple years.
• Strong analytical ability to calculate data and trends.
• Ability to work independently and make decisions.
• Willingness to travel as needed.
• Proficient with MS Office and company software tools.

Responsibilities

• Identify accounts to review annually and build strategies for growth and retention.
• Meet sales goals for selected accounts and grow sales across regions.
• Lead for assigned accounts; coordinate with Keystone personnel for team selling.
• Manage accounts across branches/regions; communicate priorities and plans.
• Identify cross-divisional opportunities with Finance, Energy, SWAN, and Grain.
• Engage in Agronomy initiatives as a committee member.
• Mentor field sales and operations; collaborate with leadership on brand experience.
• Develop Customer Account Plans and review progress with Sales Lead and Director.
• Set and achieve sales volumes, margins and other goals per account.
• Maintain records via Keystone Connect and Strategic Account Profile Sheets.
• Daily communication with Location Manager on progress and issues.

Skills

Ag sales experience

Sales track record

Crop production knowledge

Strong communication

Organizational skills

Profitability delivery

Sales goal achievement

Analytical skills

Independent work

Travel readiness

MS Office & software

Education

Bachelor’s degree in agricultural field

Job description

Job Description

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.

Overview

Job Description

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 to
• Identify (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 practices
• Create an unmatched experience for customer by utilizing Elite AGx, Keystone Connect and other tools to assist customers through providing and interpreting information and making 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
• Set 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 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
• 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

• At least 5 years of relevant ag sales experience
• Proven history of selling $8M in sales
• Deep understanding of crop production
• 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 farmers
• Met or exceeded sales goals in at least 3 of previous 5 years
• Strong analytical skills and ability to accurately calculate information
• Ability to work independently and make appropriate decisions
• 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