Cargill Bioindustrial Global Category Manager - Road Construction in Minneapolis, Minnesota

Bioindustrial Global Category Manager - Road Construction

Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 155,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.

Description

Position Purpose

ABOUT THE CARGILL BIOINDUSTRIAL GROUP

Cargill Bioindustrial is committed to creating solutions for products that are better for people and better for the planet. We recognize the increasing consumer, commercial and government demand for renewable and biodegradable products and want to play a key role in eliminating toxic and unsafe products. With the increasing viability of bio-based alternatives, Cargill Bioindustrial leverages more than 60 years’ experience in agriculture-based chemistry for industrial applications. Through a collaborative and customer-centric approach, we are able to innovate in new and exciting ways! This often enables us to provide our customers with a more sustainable, cost effective and tailored solution over fossil-based alternatives. If this sounds like the type of company you want to work for, please review the description below.

This position is responsible for the strategy and execution for Global Road Construction in order to achieve business growth thru definition of customer value proposition, demand creation, customer satisfaction, portfolio optimization, development of marketing strategies and maximization of the financial product line profitability of our Industry segment.

Principal Accountabilities

40% DEFINE & EXECUTE CUSTOMER VALUE PROPOSITION/ PORTFOLIO OPTMIZATION, REALIZATION & PRIORTIZATION

  • Defines, establishes, and implements the customer-centric value proposition of the portfolio of products and customers by applying market and industry knowledge as well as commercial/business acumen. Uses expert knowledge of supply & demand economics, market segmentation, and business capabilities to determine where profit opportunities exist and can be capitalized upon.

  • Leads and supports the design development and execution of strategic and tactical delivery solutions that sustain the growth of the portfolio of products while reflecting trends and needs of customers and consumers. Utilizes data and information to support operational forecasting and strategic decision making and innovation.

  • Leads and champions the development and implementation of the value-added, customer-centric innovate solutions and strategic plans aimed at exploring customer’s competitive intelligence, unforeseen needs, and immediate requirements. Directly involved in all aspects of developing and overseeing execution of business strategy planning processes.

  • Makes decisions or influences those directly or indirectly involved on capacity planning; market targeting and selling strategies; as well as competitive pricing strategy.

  • Leads the product portfolio innovation pipeline and realization by coordinating and driving the creation of new products. Direct responsibility on the R&D team and in close collaboration across the Commercial Managers of the business to ensure alignment of project priorities.

  • Optimizes and prioritizes the strategic direction needed to achieve overall portfolio operating and profit margins goals. This typically includes formulating strategic long/medium-term outlook objectives and leveraging solution ideation streams and strategic alignment across multiple customer and product/services interfacing functional areas, spanning from technology development, supply chain management, operational capacity and demand planning as well as strategic pricing and sales strategic alignment.

  • Defines and implements the development and execution of the strategic marketing plan to drive the business development and maximize growth in the respective area of accountabilities. This includes understanding market size, sales cycle dynamics, competitive landscape, channel strategy, and customer buying behavior.

  • Responsible for the strategic establishment and implementation of marketing strategies to support business objectives and value-based selling.

  • Responsible for developing the branding and communication strategy as well as overall execution of the communications and promotion efforts for the portfolio of products and services.

  • Influences and collaborates with the most senior members of the sales team and cross-functional leadership to enable increased profits through resource allocation across the portfolio.

  • Leads marketing activities (Product, Price, Promotion and Channels). Has overall ownership for metrics and results of analysis to drive value in marketing output and product performance.

20% COLABORATE ON THE SALES STRATEGY, CUSTOMER RELATIONSHIP AND SOLUTION MANAGEMENT

  • Active collaboration on sales culture that leverages deep costumer and market insights. Collaborates with businesses and functional leaders (i.e. BU/Functional Leaders) to anticipate, identify, and assess emerging industry trends, business opportunities, and potential value creation and optimization generated from innovation discoveries. Sustains rapport with key accounts making periodic visits, exploring specific needs, and anticipating new opportunities.

  • Influence sales and account planning strategy. Leverages internal/external BU sales organization structure and develops new processes to improve effectiveness in prospecting, cross selling, up selling, management of renewals and strategic high-risk accounts.

  • May participate directly in key large sales opportunities and/or renewal or retention of most strategic customers.

  • Collaborate with the Commercial Managers to provide high level and strategic oversight to the sales management team to continuously build and to develop integrated relationships with customers

  • Jointly with the sales team could:

  • Pursues direct relationships with strategic customers and clients to support the development of deep customer rapport as well as relationships with internal business and functional leaders to develop a broad and deep understanding of customer markets and applies broad knowledge to integrate operational capabilities and lead the identification, proposal, development, and execution of customer solutions.

  • Identifies and constructively communicates the need for improvements or enhancements in products and services offered to clients. May directly manage escalated client and complex issue situation to a positive result, anticipating issues, and developing contingency plans.

  • Works through embedded and/or non-embedded commercial management teams to ensure effective alignment and oversees execution of sales/marketing/technology

  • May directly/indirectly drive collaboration with operations, procurement and scheduling at facilities or centralized groups to ensure production supply meets customer demand.

30% MAXIMIZE AND MEASURE FINANCIAL PRODUCT LINE PROFIT & LOSS RESULTS & PERFORMANCE

  • Leads and defines strategic product line business objectives and directives to ensure that existing business is managed proactively to mitigate risks, to identify growth opportunities, and to expand margin globally.

  • Accountable for identifying, overseeing and executing capital projects (i.e. such as green field or expansions; acquisition, joint ventures, or agreements) and for maintaining “best” cost position by achieving revenue, retention, and margin growth.

  • Responsible for achieving financial and non-financial product line results and for measuring the direct financial results and impact for a business requiring a limited leverage over capital and resources across simplified processes and business models and is directly accountable for profitable growth, market strategy and development, client satisfaction and retention.

  • Responsible for defining, implementing and analyzing financial and non-financial metrics. Financial metric examples include: P&L, ROI, gross margin, etc. Non-financial metric examples include: scorecards for safety, talent development, productivity, product volumes, customer service results, production throughput, etc. Manages the financial elements of the defined product line, including budgets, product margins, credit risk, and capital investments as well as accountable for managing the business risk.

  • Directly establish and define high-level priorities in order to achieve sales volume objectives as well as strategic performance standards for the sales organization. Foresees changing market conditions and adapts/creates new performance metrics that will effectively drive desired performance.

10% Other Duties as assigned.

Qualifications

Education, Experience, Skills

  • Bachelor’s Degree (science/technical degree, or MBA preferred)

  • 10 years minimum experience in a commercial or technical role in the asphalt industry

  • 5 years minimum commercial/marketing experience in a B2B business environment

  • 3 years minimum technical experience or management in the asphalt or chemical industry

  • Strong technical knowledge of road construction

  • Knowledge/Experience on marketing processes (preferably in Industrial or Chemical industry)

  • Financial Analytical background

  • Strong end-to-end business knowledge

  • Demonstrate project management capabilities

  • Strong influencing and communication competencies

  • Ability to translate markets trends and drivers into business opportunities and threats

  • Strong Project and Change Management experience

  • Ability to inspire people from different functional areas

  • Tenacious, hands-on mentality, capable of executing under pressure

  • Analytical proficiency to derive insights from large and complex sets of business data

  • Strong negotiation skills required

  • Willing and able to travel 50 – 75% of the time

Career Development

The incumbent could develop a Commercial Management career path.

Equal Opportunity Employer, including Disability/Vet.

Job Sales

Primary Location US-MN-Minneapolis

Schedule Full-time

Job Type Standard

Shift Day Job

Req ID: MIN04996