Client Relationship Manager

2 weeks ago

Effingham, United States Land O'Lakes Full time

Position Overview:

The Client Relationship Manager acts as the primary liaison for designated member-owners and clients of WinField United, overseeing the complete range of WinField United offerings. This role is essential in fostering and sustaining long-term partnerships with CEOs, General Managers, Agronomy Managers, and other influential sales figures. These connections are vital for equipping owners to address the evolving needs of future growers.

Work Environment:

This position is remote and will engage with clients in a specified geographical area. Candidates must reside within this region.

Key Responsibilities:

Relationship Development

  • Establishes trusted relationships with CEOs, General Managers, Agronomy Managers, and other key stakeholders.
  • Collaborates with owners by employing strategic thinking and creating connections throughout the network.
  • Aligns and communicates effectively with the Region Sales Director and the sales team.
  • Articulates and conveys the value proposition to owners, including patronage, programs, pricing, and available resources.
  • Utilizes Salesforce and other customer relationship management tools to ensure effective communication and internal alignment.
  • Manages partnerships with manufacturers and other collaborators.

Strategic Planning and Alignment

  • Oversees and expands the WinField United and owner business by formulating a sales strategy that satisfies both client and organizational objectives. Leads the creation, implementation, and execution of Account Plans for each assigned owner.
  • Ensures that Master Alignment Plans (MAPs) are comprehensive and meaningful, incorporating fundamental manufacturer alignment and guidance.
  • Coordinates and aligns internal resources to optimize investments within the owner network.
  • Monitors progress and addresses issues as they arise, serving as a key communicator across the organization and with owners regarding Account Plan execution.
  • Acts as a liaison between company leadership and owners on matters, changes, and daily management of alignment agreements.

Delivery of Solutions

  • Secures owner commitment for key programs, services, and solutions across the complete WinField United portfolio.
  • Ensures a positive client experience through WinField United's structured delivery approach.
  • Guarantees timely and successful delivery of solutions according to owner requirements and objectives, resulting in profitable sales. Acts as an expert to owners on the full range of products and services, ensuring they are equipped to meet the needs of future growers. Collaborates with Marketing to negotiate pricing and implement CP, Seed, and Services programs effectively.
  • Drives WinField United strategies at the owner level and communicates progress of initiatives both internally and externally; forecasts and tracks essential metrics.
  • Develops new business opportunities with existing owners and identifies areas for enhancement, including but not limited to carbon credits, grain orientation, grower financing, and prescription programs.
  • Applies brand strategies to deliver partner and proprietary brand initiatives.
  • Monitors and analyzes competition and shares market insights.

Performance Metrics:

Accountable for the following Key Performance Indicators (KPIs):

  • Sales and profitable growth targets
  • Gross margin
  • Strategic initiatives
  • Execution of Account Plans
  • Expense management within budget

Qualifications:

  • Bachelor's degree in agriculture or a business-related field, with 7-10 years of industry experience in direct sales or account management, or an equivalent of 11-14 years of proven experience in similar roles.
  • Ability to understand the broader organizational picture and how key business drivers interrelate to foster profitable growth.
  • Exceptional written, verbal, and formal presentation skills.
  • Demonstrates trustworthiness and a strong commitment to responsibilities.
  • Capable of making informed decisions and completing tasks in a dynamic work environment.
  • Ability to manage multiple owners simultaneously while maintaining focus on details and execution.
  • Proven experience in coordinating and collaborating with various stakeholders and influencing at all levels.
  • Ability to work independently and manage productivity effectively.
  • Strong relationship-building skills.
  • Experience in adapting quickly to change and demonstrating agility.
  • Technical expertise in agricultural products/crops and the ability to educate others on products, services, and programs.
  • Proficient in Microsoft Office Suite (Outlook, Word, Excel, PowerPoint), virtual collaboration tools (Teams, Zoom), and CRM software (Salesforce).
  • Must possess a valid state driver's license.
  • Willingness to travel up to 50%, including evenings and some weekends; may require extended hours during peak seasons.

Core Competencies:

  • Exhibits a Coaching Mindset
  • Optimizes Selling Effectiveness
  • Acts as a Valued Business Partner
  • Drives Total Acre Solutions
  • Leads and Embraces Change
  • Demonstrates Agility
  • Executes with Focus and Accountability
  • Engages and Includes
  • Acts Strategically
  • Makes Insightful Decisions
  • Embodies leadership competencies: Collaboration, Innovation, Courage, Ownership, and Decisiveness.

Compensation:

The salary range for this position is $102,000 - $156,000, depending on experience. Additionally, candidates are eligible for a sales incentive alongside the base salary.

Land O'Lakes, Inc. offers a competitive salary and a comprehensive benefits package. This job description does not restrict management's right to assign or reassign duties and responsibilities at any time. Applicants must successfully pass a pre-employment background check.

Equal Opportunity Employer:

Land O'Lakes, Inc. is an Equal Opportunity Employer (EOE) M/F/Vets/Disabled and maintains a drug-free workforce.

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