Key Account Manager, AG - Northern Mid-West

Overview

The Key Account Manager (KAM) AG - Northern Mid-West reports to the National Sales Manager and has responsibility for managing profitable revenue growth for assigned key accounts within the Northern Mid-West states of the U.S. The KAM must have the vision, creativity, negotiation, and interpersonal skills to interact at all levels of the Distribution organization. The KAM must also have the drive to succeed in meeting the sales objectives with minimal day-to-day management while following the strategy and tactics defined in the sales and marketing plan. The KAM needs a broad understanding of the business model of Distributor customers and a solid grounding in the crop and farming techniques of the assigned geographies.

Key Responsibilities

The Key Account Manager position is responsible for developing annual and long-term strategic business plans with key account customers, creating forecasts, and achieving sales of agricultural products to deliver profit and sales goals according to a monthly budget. This includes negotiation of sales targets, achieving sales at an acceptable margin and providing product support, including launch of new products.

• Establish strong relationships with key customers who have the capability to support and sell Sipcam products.
• • Regular visits and check-ins with key locations in support of product education, trainings, field trial establishment, and ultimate adoption of Sipcam offers.
  • • identify/support key grower & retail meetings within the geography to support.
  • Expand our reach and awareness to key customers in the assigned region.
  • Identify and fulfill needs for each location that would support and increase the adoption curve.
  • • New product opportunities – define and create business plan for portfolio additions, create go to market activities for new products.
  • Identify and prepare marketing materials that would support & increase adoption curve.
  • • Lead creator for proposed marketing materials, sell sheets, etc. that will be fed to key account marketing department for printing and distribution.
  • Identify and recommend opportunities that can drive support and sales increases – that make sense for both companies – volume and financially.
  • Establish close and consistent communication with key account decision-makers for continuity of message and brand promotion. Be a professional following a set meeting cadence.
  • Forecast sales and sales plan on a monthly basis, accurately predict demand and be aware of product shifts, trends.
• Support Sipcam Agro USA focus products within the assigned territory including high margin products, biostimulants and new product launches.
• • Key focus on corn, soybeans, wheat and alfalfa and higher margin crop protection products like tetraconazole, biostimulants, and premixes of these products.
  • Participate in rolling out program messaging during key roll out timings for offers such as bulk load, fall fill, in-season offers, etc. with national distribution, and retailers.
  • Handle product performance issues, as needed, in the territory.

Qualifications

Education and Experience

• Bachelors degree in Agriculture Business
• 10+ years’ relevant experience in crop protection sales
• Established quality relationships with distributors & retailers within the AG market
• Excellent presentation, communication, organizational and negotiation skills required for presentation to key account executives
• Demonstrated experience operating within a sales culture of accountability and team work
• Strong foundation in strategic and tactical selling of a complex sale, features and benefit selling

Skills & Competencies

• Highly knowledgeable of crop protection markets in Northern mid-west region
• Have a passion to grow and excel
• High degree of business acumen and ability to understand and analyze financial spreadsheets/reporting
• Excellent communication and presentation skills
• Ability to foster and grow business relationships
• Polished and professional demeanor
• Excellent management, decision-making and problem-solving skills
• Confident and goal oriented with a high capacity to learn and adapt
• Ability to travel 50% -60% of the time
• Technology savvy with intermediate Microsoft Excel skills

Physical Demands

The physical demands required of the position include prolonged sitting; extended periods of computer use and keyboarding; and a normal range of hearing and vision.  Additionally, to include extended periods of travel, driving and overnight stays away from home.  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

About Sipcam Agro USA Inc

Sipcam Agro USA is headquartered in Durham, North Carolina, and is owned by Sipcam Oxon Group, an Italian-based company founded in 1946 and recognized worldwide for formulation and manufacturing expertise.  Since 1986, Sipcam Agro USA has supported farmers and golf course superintendents through education and collaboration to provide effective solutions for crop support and protection and beautiful, playable turf.