Cargill Sales Professional in Shanghai, China
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.
Position Purpose & Summary:
Focus on develop new business in different categories in Southwest of China. Responsible for developing and executing the sales goals for the selected complex key accounts and emerging market that will drive significant business/financial impact and will maximize opportunities for the customer and within defined area of scope independently.
This includes building, developing, and maintaining internal and external customer relationships; researching and identifying customer’s needs to ultimately create and propose solutions. Work activities also include developing solutions recommendations, structuring, negotiating, and executing the sales contracts as well as setting targets and measuring results. Keep customer intimacy and represent CTS AP at selected complex key Accounts. Collaborate with other Business for Key Accounts.
1. 20% Define business plan and sales budget for business growth
Together with the Regional Sales Manager to participate in the development of annual fiscal year sales budget, define the business plan and strategy in key accounts. Provides and executes long/medium term outlook account management/sales forecast on any major new, lost or incremental fluctuation in customer requirements and takes appropriate action to achieve and/or exceed sales budget targets.
To drive profitable growth at the Key Account, identify key potentials and path of business development at the key accounts, utilizing all products under our range and deliver the best solution for the Key Account. Develop and focus on priority project across region independently.
2. 35% Keep customer intimacy and represent Cargill and CTS AP at selected complex key Accounts.
Positions Cargill for leading opportunities by presenting the company’s capabilities and solutions. Designs and implements strategic sales process and overarching alignment for Strategic/Key accounts.
Builds relationships with senior/key stakeholders in customer’s organization. Identifies/builds relationships with a broad set of key gatekeepers, influencers, and decision-makers to ensure that margins and sales goals are exceeded through a significant understanding of the customers’ need and ways to enhance Cargill added value proposition.
Monitors closely the customer relationship for continuous value creation and optimization. Researches and identifies customer requirements/expectations for the Key accounts. Collaborates/partners with CSD/Supply Chain/R&D/ Marketing/Quality/Product Line professionals to ensure availability of raw materials and ability to meet customer specifications and timelines. Ensures that customers are satisfied and that any inquiries, incidents and/or issues are resolved in a timely manner.
3. 35% Researching and identifying customer’s needs to ultimately create and propose solutions.
Develops and structures complex sales proposals that represent maximum value optimization to customer and business. Ensures that proposal addresses customers’ key issues, needs and requirements.
In collaboration with marketing groups, may execute targeted customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation). Ensures that sales/marketing strategies and tactics (i.e. product/market segmentation, pricing, channels of distributions) utilized by the business are effectively aligned with the regional/local marketplace practices. Recommends adaptations and changes to the sales/marketing strategy as appropriate.
Analyze and digest specific needs at Key accounts on technical projects and new product developments, to bring about solutions for Key accounts and commercial success.
4. 10% Coordination across business/region and drive cross-selling opportunities
- Establishes strategic/tactical coordination across-BUs and may directly drive cross-selling opportunities with other business units to provide an integrated approach to meet/exceed customers current/future needs and requirements as well as gain customer long-term/continued commitment.
Education, Experience, Skills:
Minimum Required Qualifications
- University degree in Food Technology, Food Engineering or related discipline
3 years’ experience in product development, product marketing, and sales in food ingredients industry or similar industry.
Sales and marketing experience preferred in dairy and beverage category.
Functional System business development experience is preferred.
Strong listening and communication skills.
Understanding of ingredient applications: ability to recognize/understand, properly communicate and follow up new trends in the ingredients and final products market.
Fluent and capable to communicate in English , both written and oral
Possesses deep expertise on negotiation techniques that focuses on long-term customer relationship and win-win outcomes. Demonstrates control and understanding of buyers’ needs and prepares for negotiation by gathering detailed information/facts.
Required Skills :
To lead and optimize the resources and provide service to selected Key Accounts.
To follow transfer price policy laid down by the company
- Learning Capacity
-Curious – passion to learn more than taught
- Execution Capacity
-Keen sense of priorities
-Relentless determination/courage to get things done
-Motivate for high performance and excellence
-Strong communicator (able to dig customer needs, transfer company product/technical info and explain clearly internally and externally the challenge, approach and solutions)
-Specific technical knowledge of the responsible category , preferably real life production experience
Primary Location China-Shanghai
Job Type Standard
Shift Day Job
Req ID: SHA00977