Senior Account Relationship Manager

Job Description

Overview:

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