Account Manager

Overview ...
Manage the JBT Marel product portfolio for the Prepared Foods Segment in the Southwest USA - states including Texas, Oklahoma, New Mexico and other nearby states that could include Colorado, Arkansas or Kansas depending on the candidate. The JBT Marel Prepared Foods segment primarily covers food processors producing RTE (Ready to Eat) Cooked Proteins, Deli Meats, Fried Appetizers & Snacks, Bakery Products, Pizza, Alternative Proteins, and, Frozen Vegetables, Cheese, Entree Meals, and others. Prepared Foods customers are primarily running food production processes that include Forming, Coating, Frying, Cooking, Baking, Freezing, Batching, Weighing and Tray Sealing and also include upstream processes such as Meat Preparation, Injection, Massaging and Portion Cutting. The Account Manager is responsible for selling the JBT Marel product portfolio to the Prepared Foods Southwest USA accounts.

The Account Manager will manage relationships of existing and new JBT Marel Prepared Foods customers in their designated region and be accountable for increasing market share and overall sales to those customers. Serve as the primary customer contact for New Equipment sales and support the Customer Care Service team and be accountable for customer satisfaction as it relates to both New Equipment and Service / Aftermarket sales. Fully employ JBT technical resources (personnel and facilities) to provide productivity solutions to assigned customers. Responsible for attending major industry trade shows and setting up customer events.

The Opportunity ...
Manage JBT Marel product portfolio with PF customers and be accountable for increasing market share and overall sales to those customers.

• Use Salesforce CRM to accurately forecast sales revenue for assigned accounts and territories.
• Maintain and reference a sales prospect list with project leads.
• Travel to assigned customer plant locations and throughout assigned territory to call on prospects. Willingness to travel 60-70% of time including some weekends.
• Effectively use phone and email to communicate with customers and management.
• Demonstrate product value using marketing materials and sales tools to emphasize the features and payback of JBT Marel and its product portfolio.
• Manage the customer's perception of JBT Marel as the premier food processing solutions provider in the industry.

Develop strategies and implement plans to maximize the profitability of JBT Marel customers.

• Create a territorial plan for assigned territory and any assigned strategic customers.
• Drive growth and expand JBT Marel product mix to existing customers.
• Effectively negotiate and minimize order discounting to customers.

Be accountable for JBT Marel customer satisfaction as it relates to New Equipment and assisting Customer Care Service.

• Stay aware and influence the effects of the JBT Marel Customer Care Service group as they relate to assigned customer's experience.
• Continuously communicate with field service to understand operational issues that may affect new equipment sales. Work with field service to resolve those issues in a timely fashion.

Fully employ JBT Marel technical resources (personnel and facilities) to provide productivity solutions to assigned customers.

• Drive New Equipment sales by accompanying assigned customers to Des Moines, IA and Sandusky, OH Technology Centers for product testing, to demonstrate yield improvement, operational savings, and hygiene benefits of JBT Marel equipment
• Identify revenue generating opportunities to deploy training, field service and application services to improve customer's operational efficiencies.

Continue Personal Skills Development.

• Continuously assess personal skills and abilities in a constructive way. Determine what areas of training will facilitate accomplishment of essential duties and responsibilities.

Why work at JBT ...
Requirements
Knowledge and Skills/Experience:
Minimum 4-year University degree preferred in a Technical field (Engineering/Science) or Food related major (Agriculture/Food/Meat Science) and/or 7-years of experience working with JBT Marel food processing equipment at a Prepared Foods processor.

Must Indicate Demonstrated Effectiveness In

• Influencing others through facilitation and leadership techniques
• Managing multiple and shifting priorities under critical time constraints across a diverse group of people.
• Strong oral and written communication skills with all levels of employees.

Collecting and analyzing appropriate data to determine strength of opportunities and best use of resources

Scope Of Responsibility/Accountability
Explain the degree of supervision/guidance, procedures/ processes used, judgement, creativity, planning & resourcefulness needed to do the job.
Position will require successful candidate to have a high degree of creativity, problem solving, judgment, and communications skills. Significant autonomy and initiative required to investigate customer needs and our opportunity to meet them, then collaborate with other functions for necessary resources to meet the commitments to customers. Tracking of customer sales and satisfaction. Errors could result in lost sales and adverse customer relationships.

Supervisory Responsibility
None

Financial Responsibility
Approximately $10 Million Annually of New Equipment Sales

Work Environment and Physical Demands
: Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions.

Work Environment
60% to 70% travel, significant amount of time spent under food processing plant conditions.

Physical Demands
None

Internal/External Contacts And Purpose Of Contacts
Primary external contact is the customer, to develop new sales contacts and check on existing accounts.

Internal JBT contacts: Develop relationships with marketing, product line, applications, sales, field service.

AN EQUAL OPPORTUNITY EMPLOYER
John Bean Technologies Corporation ("JBT") provides equal employment opportunity to all employees and qualified applicants for employment. We will not tolerate any form of discrimination against any employee or applicant for employment because of race, color, religion, national origin, sex, sexual orientation, gender identity, age, disability, veteran status, citizenship, or any other characteristic protected by applicable federal, state, or local laws. At JBT, we apply this policy to all our employment practices, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, benefits, and training. We make hiring decisions based solely on qualifications, merit and business needs at the time. JBT will reasonably accommodate applicants who need adjustments to participate in the application or interview process. If you require assistance or accommodation during the application process, please contact Protein North America