Finance and Economics Management & Business Others Marketing and PR
3 - 5 Years
September 5, 2017
Global Strategic Key Account Manager
The Global Strategic Account Manager is accountable for building the relationship, creating insight, creating and defining the sales vision and long-term goals for our highly complex Global Accounts. The Strategic Account Manager owns the Accounts in his/her portfolio and is responsible for a highly significant business and financial impact for Cargill Cocoa & Chocolate (CCC). He/She will maximize opportunities for the customers and within defined area of scope for Cocoa and Chocolate Industry Segment.
Commercial accountability includes reaching margin & volume targets and establishing growth through innovation. Furthermore, accountability involves deploying marketing tools such as strategic customer account plans & segmentation, delivering value propositions, and gaining industry knowledge and translating this back into the wider commercial organization. Sales execution starts at pre contracting phase and end with payment of the invoice.
The Strategic Account Manager leads and closes the negotiations and long term strategic agreements to ensure strategic growth. He/She ensures global co-ordination involving other regions and functions and works closely together with colleagues both within CCC, within the commercial excellence organization, across Cargill Business Units, and at his/her the Customers.
He/She is both a role model in actions and behaviors for the customer and Cargill to execute on the European CCC Customer Intimacy Strategy. The Strategic Account Manager owns the Accounts and leads the customer teams across the organization concerning customer related projects.
Achieves the commercial volume and margin targets for 2-3 CCC Global Accounts in line with CCC budget and plans for continuous growth over 5 years
Manages relationship with these 2-3 Global Accounts.
Deepens customer insights, deepens understanding of customer needs (present/future). Identifies customer value and facilitates solution discovery with offering service/knowledge/insights. Knows how to “manage expectations”.
Develops customer relationship cross functional at the the customer as well as within CCC/Commercial Excellence and Food Ingredient & Bio – Industrial (FIBI).
Systematically building, developing, and maintaining strategic and long-term focused relationship with his/her Global Accounts
Developing, maintaining, and implementing key account planning and delivery process through SFDC
Initiates and leads a zippered approach strategy, includes CCC executive sponsor(s) , CCC Sales Director and Sales Manager Golbal Accounts
Solution proposal and development / negotiation and sales execution (20%)
Positioning Cargill for leading opportunities by presenting the company’s capabilities and solutions
Developing long-term solutions with lead developers and senior commercial leaders
Overseeing proposal development; helping create offerings that represent maximum value to the customer and Cargill
Directly leading and overseeing the most complex contract management negotiations
Initiate and succesfully lead customer projects across Cargill (20%)
Pro-actively initiates and succesfully leads customer backed projects, to support continuous contribution margin growth.
Plans and executes innovation based growth.
Co-ordinate with Marketing to capture customer and consumer trends. Provides input into business understanding of customer segments, supply and demand dynamics.
Captures and facilitates cross-Business items with respective customers. Co-ordinates cross-function and/or cross-Business initiatives (setting volumes and margins, product-line pricing guidelines). Identify and communicate value-creation opportunities. Frequent contact with Product Line Management (PLM), Customer Service, TSS, other members of the Account team and peers across Cargill
Performance Targets, Measurements & Results (15%)
In collaboration with the Marketing/Sales leaders, leads execution of customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation) and within defined portfolio of products/services goals.
Translates business plans and sales strategy into account specific Development plans.
Develops accurate forecast that includes complex opportunities that are transformational/strategic for the customer.
Accountable for managing all steps in sales effectiveness process. Starting with pre contracting discussion on terms & conditions, negotiate and conclude a sale, contract entry, until execution and payment of the contract. Appropiately involve Sales Support and other support functions during the process.
Manage credit and counterparty risk management
People Talent & Budget Management (Coaching & Talent Development) (5%)
May coach or develop other (Strategic) account managers and sales support on all aspects of sales / (Strategic) account management.
University or Higher Vocational degree,
Fluent in English, and one other European language.
A minimum of 10 years experience in sales (account management) and at least 4 years experience in leading cross functional teams within international B-to-B market (for instance food, ingredients, chemicals, metals),
Experience with leading highly complex Accounts,
Working experience in a complex matrix-organization,
Experience with customer initiated cross functional project management,
Affinity with food industry.
Consultative value based selling skills,
Understanding futures markets and experience with hedging is a plus,
Demonstrated Innovating and Conceptualizing competencies,
Strong Relating and Influencing Skills,
Team Builder and Inspiring Role Model,
Excellent collaboration/interpersonal skills,
Good structured communication skills.
Customer driven, networker, curiosity, good listener,
Takes initiative and is a good finisher,
Takes ownership, is resilient,
Courage and Integrity,
Able to think out-of-the-box.
Our Offer · Challenging position in a fast paced stimulating environment;
· Outstanding career development opportunities;
· Competitive salary and benefits;
· Opportunity to work in one of the most solid private companies in the world. Interested? Then make sure to send us your CV and cover letter in English today!