Strategic Account Manager- Ag Retail

2 weeks ago

Iowa County, United States rantizo Full time
Job DescriptionJob Description

Job Summary:   

The Strategic Account Manager (SAM) will work with targeted retailers and channel partners to help them develop and execute a strategy for utilizing spray drones to grow their revenue,  extend their grower services,  and maximize their service and value to growers. There are a variety of drone service models to deploy based on retailer needs and it will be critical that this role is able to cultivate retailer relationships, identify the best solution for their organization, align internal decision makers, and then execute swiftly.  

As a trusted adviser, the Strategic Account Manager will understand the challenges ag retailers face today and be proactive in identifying opportunities for Rantizo to address those challenges with its service platform and operator network. This role will be comfortable with how ag-tech solutions, both hardware and software, can deliver additional revenue for retailers, and will possess the creativity needed to help retailers overcome challenges to ag-tech adoption within their service portfolios.  

Rantizo is a rapidly growing startup focused on building a nationwide service network to support ag retailers and independent spray drone operators. You’ll be part of a fast-paced, high accountability, high impact team. To succeed, the Strategic Account Manager will need a collaborative and creative iteration approach, working closely with Product, Operations, and Partnerships to accelerate adoption of spray drone services in targeted regions. The primary focus of this role will be agriculture, but as time and opportunity allows will include an ability to look beyond agriculture and identify opportunities for spray drones to bring value in other sectors.  

In summary, the Strategic Account Manager will be a key player in positioning Rantizo as the go-to-expert for retailer drone programs across hardware, software, and acres that need sprayed.  
 

About Rantizo: 

Rantizo connects supply and demand for agricultural spray drone services with a turnkey service platform. We enable industry leading drone applicators by selling drones, support, software and training, and our service platform connects demand for acres to be sprayed to local operators.  

Rantizo operators fly and apply in 30 states, providing qualified, licensed, and insured precision application services. Near term we are using drone spray services to build out a nationwide, on demand, technically savvy labor market. Longer term we are creating the network that puts autonomy to work within agriculture. All those cool ground robots, soil sampling technologies, imagery devices, smart pest traps, etc. are going to need a network to deploy and scale – that is where we come in. 
 
“Our vision is to build a service network that puts autonomy to work in ag, starting with spray drone services. We are excited to expand our nationwide operator network, deploy our work management and productivity software- AcreConnect, and continue our exponential growth in acres treated,” said CEO Mariah Scott. Below is a detailed job description for this role.  

Reports To: Chief Revenue Officer   

Key Responsibilities: 

1. Strategic Account Development and Management 

- Manage the entire sales process from prospecting to closing, focusing on large accounts in the agricultural sector. 

- Develop and execute strategic account plans to maximize revenue and expand Rantizo's market presence. 

- Provide ongoing account management to ensure customer satisfaction and identify upsell opportunities. 

2. Solution Design and Implementation 

- Conduct in-depth discovery calls to understand client needs and pain points. 

- Identify and propose suitable drone service models for each retailer. 

- Deliver compelling product demonstrations and presentations showcasing Rantizo's full value proposition. 

3. Market Expansion and Business Development 

- Expand services with existing retailers, convert competitive accounts, and assist new retailers in launching programs. 

- Explore applications for spray drones beyond agriculture to identify new market opportunities. 

- Attend industry events, trade shows, and conferences to generate leads and build brand awareness. 

4. Cross-functional Collaboration and Industry Expertise 

- Collaborate with Product, Operations, and Partnerships teams to enhance service offerings based on retailer feedback. 

- Work with marketing, engineering, and product teams to align sales strategies with product development and market trends. 

- Stay informed about industry trends, competitive landscape, and emerging technologies in agricultural drones and precision farming. 

5. Sales Leadership and Team Management 

- Coach and lead the SDR function, ensuring daily, monthly, and quarterly targets are achieved. 

- Support the CRO in negotiating complex, multi-stakeholder deals with a focus on long-term partnerships. 

6. Performance Tracking and Reporting 

- Forecast sales activities and revenue accurately, maintaining detailed records in the CRM system. 

- Monitor account performance and satisfaction, providing regular updates on progress and market trends. 

- Report KPIs to CFO, CRO, and CEO, ensuring transparency in sales performance and market dynamics. Direct Reports: Sales Development Representative  

Qualifications  

  • Bachelors degree in agriculture, business, marketing, or related fields (Masters degree preferred, though not required)   

  • 5+ years experience in business development and/or key account management, experience in agriculture 

  • Demonstrated capability to develop and expand profitable relationships within the agricultural channel- proven experience in strategic account management- ideally with a focus on technology solutions   

  • Strong understanding of agricultural retailers’/channel stakeholder pain points, application/digital systems, and overall operational needs   

  • Broad understanding of ag-tech landscape and/or integration of new technology and services into retail  

Key Competencies 

  • Results-Driven: Strong bias for action and focus on delivering results, not just activities. 

  • Process and Relationship-Oriented: Process-driven with a highly relational approach. 

  • Ownership Mentality: Strong follow-through and accountability. 

  • Strategic Thinking: Acumen for strategic planning and problem-solving. 

  • Customer-Centric: Focused on building strong relationships and delivering customer value. 

  • Adaptability and Creativity: Resilient and creative in developing custom solutions. 

This is a remote position. Rantizo HQ is located in Iowa City, IA.

If you are interested please apply. We look forward to connecting.   

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