Account Manager - Virtual

The Account Manager is responsible for customer engagement, growing sales volume and gross margin contribution by selling Winfield United portfolio of products to an assigned list of accounts. Communicates and sells programs to the customers assigned, facilitates product ordering and forecasting, and manages execution of other sales activation activities.

This is a virtual role; work related experience within our Eastern Region (Illinois, Indiana, Ohio, Michigan) is required, home office location within the assigned geography is recommended. Travel up to 15% required for BU meetings, National Sales Meeting and customer meetings.

Responsibilities:

30% Sales

• Increase profitably, sales volume and market share of products to assigned accounts and targeted prospects via technology-based selling, understands and sells the full brand ladder.
• KPI management – Sales, Gross Margin, Focus product
• Quarterly review of “under water” pricing to protect margin.
• Distribution management partnership with ASC’s to ensure account product needs are in stock and effectively shipped to drive efficiencies internally while satisfying account needs.
• Understands and communicates value proposition to owner including patronage, programs, pricing, and other resources.  

35% Account Management

• Manages and grows the WinField United and owner business by setting the sales strategy that meets both the customer and WU business needs. Where applicable, leads development, implementation, and execution of Account Plan.  
• Manages customer orders, pricing, forecasting and trainings.
• Help owner build their brand and market presence by utilizing existing WinField United resources. 
• Present appropriate WinField United programs to owners based on their go to market strategy.
• Coordinates, funnels, prioritizes data and reports to drive sales.
• Responsible for communicating and setting accurate pricing for the customer. As well as scrimmages and audits throughout the year to ensure consistent pricing and invoicing.
• Proactively communicates and executes seasonal marketing programs, initiatives, and offers.
• Execute B2B Campaigns targeted at wholesale programs and product offers, follow up with intentional connections to secure the sale.
• Partner with suppliers to build and sustain account loyalty.
• Regularly reviews account assignments and remains connected to Business Unit priorities by participation in meetings

20% Products and Tools

• Utilizes sales tools including introduction letters, pre call planning documents, conversation starters, newsletters, and marketing program announcements to help owners leverage the WinField United enterprise to grow their business.
• Utilizes CRM tool (Salesforce) to provide tracking reports on calls made, marketing and service activities as management requires and maintain up to date and accurate client history records.
• Coordinates training and education to customers on systems, programs, processes (including but not limited to demand creation programs, Evolve, AgriMine, WU Portal and Mobile applications).
• Demonstrates expertise in full line of products (Seed, CPP, vended and proprietary) that fit the geography).
• Ensures a positive customer experience is delivered via WFU’s structured delivery plan.
• Responsible for returns management for seed and CPP. Staying within policy and deadlines throughout the year.

10% Account Strategy

• Partners with Sales Enablement (when applicable) to drive adoption of tools, handle account challenges and execute on sales targets.
• Identify & document the owner’s critical issues limiting their sales growth. Develops customized solutions to assist the owner to overcome their critical issues.

5% Customer Support and Logistics

• Resolves conflicts between customers promptly and equitably.
• Partners with Credit on managing credit limits and resolving payment challenges.

Required Qualifications:

• Bachelor’s degree in Agriculture or Business-related field plus 2-4 years of industry or direct sales experience; or, an equivalent of 6-8 years of successful work experience in industry or direct sales experience.
• Ability to see the “big picture” of the organization and understands the key drivers of the business relate to each other, work together to produce profitable growth, and relate to the job.
• Proactive communicator with exceptional written, verbal, and formal presentation skills.
• Trustworthy with a strong level of personal commitment.
• Ability to make sound decisions and complete tasks in a fast-paced work environment.
• Ability to work independently and manage productivity.
• Experience demonstrating agility and leading/adapting quickly to change.
• Technical agriculture product / crop expertise and ability to develop and educate others on products, services, and programs.
• Solid experience using Microsoft products (Outlook, Word, Excel, PowerPoint); virtual collaboration tools (Teams, Zoom); and CRM software (Salesforce).
• Travel up to 15 to 20% required.

Competencies:

• Optimize Selling Effectiveness
• Lead and Embrace Change
• Demonstrate Agility
• Execute with Focus and Accountability
• Engage and Include
• Act Strategically
• Make Insightful Decisions

Base Salary: $80,000 - $120,000

Annual Incentive: $20,000

About Land O'Lakes, Inc.

Join us and be part of a Fortune 250, farmer- and member-owned cooperative that is reimagining the business of food. We have been named a Top Workplace by Indeed and LinkedIn, and to the TIME 100 Most Influential Companies list.

Benefits for most full-time roles include medical, dental, vision, PTO, life & disability insurance, education assistance, a 401k and a variety of well-being resources. Most part-time employees are eligible for prorated PTO, holiday pay, employee development programs, prorated education assistance, and a 401(k).

Land O'Lakes, Inc. is an Equal Opportunity Employer (EOE) M/F/Vets/Disabled. The company maintains a drug-free workforce, including post-employment substance abuse testing pursuant to a Drug and Alcohol Policy.

Neither Land O’Lakes, nor its search firms, will ever contact you and ask for confidential information over the phone or in email. If you receive a call or email like this, please do not provide the information being requested.