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 comprehensive portfolio of offerings. This role emphasizes the cultivation and sustenance of enduring partnerships with key stakeholders, including CEOs, General Managers, Agronomy Managers, and influential sales leaders. The objective is to empower these partners to address the evolving needs of modern growers.

Key Responsibilities:

Relationship Development

  • Establishes and nurtures trusted connections with CEOs, General Managers, Agronomy Managers, and other pivotal figures.
  • Collaborates with owners by adopting a strategic mindset and fostering interconnections throughout the network.
  • Aligns and communicates effectively with the Region Sales Director and the sales team.
  • Articulates and conveys the value proposition to owners, encompassing patronage, programs, pricing, and additional resources.
  • Employs Salesforce and other customer relationship management tools to facilitate transparent communication and internal coordination.
  • Oversees relationships with partners and manufacturers.

Owner Alignment and Master Alignment Plans (MAP)

  • Directs and expands the WinField United and owner business by formulating a sales strategy that aligns with both customer and organizational objectives. Leads the creation, implementation, and execution of Account Plans for each assigned owner.
  • Ensures that MAPs are comprehensive and significant, incorporating essential 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 the primary communicator across the organization and with owners regarding Account Plan execution.
  • Acts as a conduit 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 entire WinField United portfolio.
  • Ensures a positive customer experience through a structured delivery plan.
  • Guarantees the timely and successful delivery of solutions tailored to owner needs and objectives, resulting in profitable sales. Serves as an expert on the complete range of products and services to equip owners for the future of agriculture. 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 on initiatives both internally and externally; forecasts and tracks essential metrics.
  • Identifies opportunities for new business with existing owners and areas for enhancement, including but not limited to carbon credits, grain orientation, grower financing, and prescription programs.
  • Utilizes brand strategies to deliver partner and proprietary brand initiatives.
  • Monitors and analyzes competition while sharing market insights.

Job Scope:

Accountable for the following Key Performance Indicators (KPIs):

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

Qualifications:

  • Bachelor's degree in agriculture or a business-related field, with 7-10 years of direct sales or account management experience delivering customer-focused solutions; or an equivalent of 11-14 years of proven experience in the industry.
  • Ability to comprehend the overarching organizational landscape and understand how key business drivers interrelate to foster profitable growth.
  • Proactive communicator with exceptional written, verbal, and formal presentation skills.
  • Demonstrates trustworthiness and a strong commitment to personal integrity.
  • Ability to make informed decisions and complete tasks in a dynamic work environment.
  • Capable of managing multiple owners simultaneously while maintaining focus on details and execution.
  • Proven track record of coordinating and collaborating with diverse stakeholders and influencing at all levels.
  • Ability to work autonomously 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 offerings.
  • Proficient in Microsoft Office Suite (Outlook, Word, Excel, PowerPoint), virtual collaboration tools (Teams, Zoom), and CRM software (Salesforce).
  • Possession of a valid state driver's license.
  • Willingness to travel up to 50%, including evenings and weekends, with potential for extended hours during peak seasons.

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: Salary range of $102,000 - $156,000, dependent on experience. Eligibility for a sales incentive in addition to base salary.

Land O'Lakes, Inc. offers a competitive salary and a comprehensive benefits package to support you and your family. The company maintains a drug-free workforce.

About Land O'Lakes, Inc.

As a Fortune 250, farmer- and member-owned cooperative, we are redefining the food business. We have been recognized as a Top Workplace by Indeed and LinkedIn, and featured on the TIME 100 Most Influential Companies list.

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