Description
For a century, Wilbur-Ellis has experienced success and growth in marketing and distributing agricultural products and services. Join us and grow your career with a strong and profitable industry leader offering competitive compensation, tremendous growth and development opportunities, and a people-first work environment. Come grow with us!
General Purpose and Scope of Position:
The Key Account Manager (KAM) will design a growth strategy primarily for the East of Rockies geographies. Responsibilities include managing, enhancing, and expanding sales for existing and new distribution and retail customers with key focus areas being recruiting new accounts, maintenance responsibilities with existing accounts, contract management, market analysis, and business growth. This role will be accountable for maximizing the partnership between Wilbur-Ellis and targeted Key Accounts through relationship building and fostering sustainable growth in alignment with a joint strategy that achieves acceptable ROI goals for both entities.
Specific Responsibilities and Key Deliverables Include:
Managing existing customer base to ensure levels of service and sharing of product knowledge is consistent with Wilbur Ellis values and practices to ensure retention and growth of customer base
Developing, communicating, and executing strategy and market approach for short-term and long-term plans for Key Accounts with Wilbur-Ellis management (primarily located East of the Rockies)
Identifying new key customers, understanding their business, determining their needs, and developing plans and actions for territory sales growth
Working collaboratively with various members of the organization such as District Managers, Territory Account Managers, Operations Management teams, other Regional Key Account Managers, Supply Chain, Branded Technology, Field Technology, including but not limited to:
High level of coordinating work with related teams and actively managing relationships with Key Accounts at all levels (top-to-top engagement)
Communicating with District Managers and Territory Account Managers about initiatives, objectives, strategies, and action plans for maintaining existing customer base, enhancing service/product offerings to customer base, and attracting and obtaining new customers
Establishing and maintaining Regional Key Account Profile. Proactively keeping abreast of Key Accounts organization updates and changes and ensuring the right level of information flows to the Senior Leadership Team
Key Account Management
Conducting thorough review of existing and potential customers and identifying best candidates for sales growth
Developing annual budget including item and service demand forecast for best inventory management. Work closely with Branded Products team on cost management and seasonal product demands
Establishing and managing all contract and pricing requirements. Working directly with Legal to develop and review any required contract documents. Creating, managing, and communicating customer price structure. Ensuring customer receives accurate and timely billing
Working closely with appropriate credit manager on possible financing needs, establishment of credit limits and adherence to agreed upon credit policy.
Acting as customer advocate across Wilbur-Ellis Agribusiness to resolve any internal or external issues
Driving the activities necessary to sustainably grow sales in various business segments
Identifying and aligning new opportunities from Wilbur Ellis portfolio with Key Accounts and providing recommendations and relevant market and portfolio information
Exploring synergies with regards to our product/segment portfolio with the Key Account
Negotiating and communicating Key Account programs, budgets, pricing, and key information throughout the local District Management. Managing pricing and terms negotiation process with the Key Account
Utilizing business analytics as a platform to drive and manage business performance and managing periodic business reviews with the Key Account
Serving as the intermediary to provide relevant feedback from Key Account to District Managers and Vice President
Working through claims and issues as they arise and driving for solutions with respective stakeholders
Adhering to credit policies and managing risk for the company
Participating in marketing and sales planning; establishing and meeting sales goals; and networking with industry representatives to expand sales opportunities
Performing all other duties as assigned by management in a professional and efficient manner
Key Skills and Abilities Include:
Deep knowledge of all aspects of wholesale and retail agricultural crop protection and fertilization
Strong organizational skills with the ability to develop mid and long-term account strategy, gain alignment, and help develop tactics and action plans across diverse markets to achieve committed growth plans.
Ability to prioritize and handle multiple projects simultaneously; ability to work independently with minimal supervision.
Strong written and verbal communication skills
Must be able to effectively prepare and present information to key stakeholders
Ability to build effective relationships and influence key stakeholders by developing key alliances, gaining buy-in, and ensuring execution of critical deliverables
Key Personal Attributes Include:
Excellent interpersonal skills with ability to maintain a positive and professional working relationship with all parties
Minimum 7-10 years direct experience in ag retail and/or wholesale business
Strong commitment to teamwork and customer service
Customer-focused, aggressive problem solver, and results-oriented
Demonstrated communication skills including ability to present to large and small groups
Ability to influence
Compensation and Benefits:
In compliance with... For full info follow application link.
Wilbur-Ellis Company is an Equal Opportunity Employer