Cargill Key Account Manager-Key Accounts Dairy in Shenzhen, China
Key Account Manager-Key Accounts Dairy
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职位设置目的&概要:
SUMMARY: Key Account Manager-Dairy Key Accounts : Responsible for defining and executing the sales vision and long/medium term goals for complex strategic customer accounts that will drive significant business/financial impact and will maximize opportunities for the customer.
This includes building, developing and maintaining internal/external customer /client relationships; researching and identifying customer’s needs to ultimately create and propose solutions. Work activities also include presenting/developing solutions, recommendations, structuring, netotiating, and executing the sale/account contracts as well as meeting targets.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
• 30% Build Develop and Maintain Internal/External Customer/Client Relationships.
Initiates, develops, and maintains long lasting customer working relationship with external/internal customers/clients at multiple levels for the complex customer accounts.
Accountable for the overall success of the customer relationships by delivering significant business/financial impact within area of scope, such as value from Diamond V products and services.
Builds relationships with senior/key stakeholders in customer’s organization. Idenfies/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 Diamond V’s added value propostion.
Monitors closely the customer relationship for continuous value creation and optimization. Ensures that customers are satisfied and that any inquiries, incidents and or issues are resolved in a timely manner.
• 20% Research and Identify Customer/Business Needs
Researches and identifies customer requirements/expectations for complex accounts.
Possess and continuously develops deep knowledge of the customer business strategy, requirements/needs and competitor offerings. Develops extensive industry knowledge across a braod and/or specialized spectrum of products and services.
Partners and leverages extensive network of support functions (technical, marketing, operations, etc.)
Ensures that sales/marketing strategies and tactic utilized by the business are effectively aligned with the regional and local marketplace.
• 20% Solution Proposal and Development/Negotiation and Sale Execution
Within a defined portfolio of product/services, creates and validate the ability to deliver distinctive value proposition/solutions by linking needs, benefits, and added value offerings apart from competitors.
Develops and supports the translation of business plans and sales strategy into account specific growth plans. Positions Diamond V’s defined portfolio of products/services for most favorable opportunities by presenting the company’s capabilities and solutions.
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.
Executes complex contracting process by partnering with the legal department and other senior account/sales leaders to draft/structure contracts. Negotiates, presents, and finalizes sales for the complex accounts.
• 30% Performance targets, measurements and results.
Executes on defined/quantifiable sales targets for complex accounts. Provides input to the detailed sales plan of activities to monitor, assess, and ensure sales goals are achieved.
Participate in the development of annual fiscal year sales budget. Provides updated forecast on any major new, lost or incremental fluctuation in customer requirements and takes appropriate action to achieve and/or exceed sales budget targets.
Has overall responsibility for the execution and tracking of score card metrics that are related to the performance and overall customer satisfaction.
Delivers on sales performance/financial targets/budgets, sales volume, prices, revenue, profitability.
Education, Experience, Skills教育背景，工作经验，专业技能 ：
Minimum Required Qualifications最低要求-
Minimum 4 years working in the China dairy market with experience working with large dairy organizations.
Preferred Qualifications更合适的要求- Education, experience and skills:
M.A. in ruminant nutrition. Experience in key account management and ability to develop and execute key account plans. Ability to assess and navigate complex organizations and management systems. Experience in technical service and ability to understand and solve technical problems commonly seen on a dairy operation is a plus. Ability to work across the entire ruminant team is a priority.
Primary Location China-44-Shenzhen
Job Type Standard
Shift Day Job
Req ID: SHE00166