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Strategic Customer Manager

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Strategic Customer Manager



Description

Position Purpose & Summary Cargill Metals Supply Chain (CMSC) works with customers in the global trading and distribution of Iron Ore and Steel products. From its offices worldwide, it serves miners, mills, processors, traders and end users. The steel industry is going through a period of disruptive change. Ever increasing complexity, global overcapacity in steel and iron ore, extreme volatility in both raw materials and steel prices are just some of the challenges reshaping the industry and creating opportunities for CMSC to play a major role in the industry’s evolution. We have a strong conviction that there is a lot of un-monetized value within the ferrous industry and we believe that we can help our customers to unlock this value by partnering with us to create tailored solutions to help them succeed. The Strategic Customer Manager (SCM) is a senior solution sales leader with extensive technical and industry experience as well as complex sales opportunity orchestration, together with overall sales and pipeline management expertise and skills. The SCM is expected to work with trading & functional leads to develop strategy, identify customers with un-monetized valued in their supply chains and/or drives superior trade insight and market access. As the SCM identifies opportunities, he/she will assemble and lead virtual teams, made up of both Cargill (including trading, solutions, risk, execution, legal and other functions) and strategic customer resources, to ensure effective execution on these opportunities, and subsequent business insights and value is created.

Principal Accountabilities

_65% Strategic Customer Management and Solution Selling to deliver profitable earnings_

+ Ensure we clearly define our strategic customers and understand their definitions of success

+ Develop a deep understanding of customers’ strategy/business in order to identify their challenges/needs/requirements as well as inefficiencies/un-monetized value in their business

+ Drive and coordinate internal cross-functional teams (Iron Ore & Steel trading & trade execution credit, risk & finance, project, , marketing, analytics, etc.) to develop integrated tailored solutions to strategic customers

+ Deliver sustainable earnings from key strategic accounts, supporting the development of the business unit trading engine, focus on managing costs, increasing productivity and working capital efficiency Main measures of success:

+ Strategic Customer Flow Income (F5)

+ Opportunities & Ideas in the Pipeline

+ Conversion rate of Opportunities from the initial idea stage to real income

+ Time taken from “Idea” stage to “Killed/Put on hold” or “Opportunity”

+ Value created for Strategic Customers _25% Technical COE & Active contribution to Product line and Business Unit project/business initiatives_

+ Support trading in the technical understanding of key market trends

+ Serve as a subject matter expert and provide a unique view of long term industry trend

+ Support analytics in the development of their SnD, both in terms of volume as product quality. Not only for IO but other commodities like coal and scrap.

+ Develop the long term product view and support ad hoc value in use calculations when needed.

+ Structure the Scenario Planning and more importantly get it part of our daily business practice (i.e. set up a methodology to check our assumptions and adjust if necessary. We need a close loop between this work and trading).

+ Lead and/or support various business projects by collaborating with cross functional teams. Example could be to participate in a benchmark exercise of a Chinese mill, to help the development of mill economics and margin models. Main measures of success:

+ Feedback from relevant team members on the quality of the industry insights

+ Feedback from analytics and trading on the level of support

+ Leadership Team (LT) validation on the quality of the outcome of the product view scenario planning. KRA could be linked to how well the visions and outcomes are embedded in our daily work on the desk

+ Organize initiatives to increase knowledge get feedback on performance across the other function within the Business Unit. _10% Differentiated Insight Capture:_

+ Gather non-commoditized market and customer insights from Strategic Customers and communicate them to the trading teams

+ “Insight” score in Customer Quadrant (scored by book managers)

Qualifications



Required Qualifications:



+ Ferrous industry related (Metallurgy, Mining, Mineral Processing, Geology…) engineering or similar degree from a tier 1 institution

+ MBA or other Masters degree preferred from a tier 1 School

+ Proven experience in Steel or Mining industry

+ Proven experience selling business solutions to large/global enterprise customers with experience in a leadership role

+ Experience in working with diverse global teams is preferred

+ Proven record of effective account management: planning, opportunity qualification and creation, opportunity prioritization, stakeholder and executive communication, needs analysis, CRM, opportunity management, pipeline management and deal negotiation.

+ Demonstrated experience and expertise selling to senior business decision makers by aligning & reinforcing the value of the solution to the customer’s overall business pain and/or strategic opportunities and decision criteria.

+ Has a track record of building and maintaining customer relationship at multiple levels across an organization.

+ Strong understanding of partner(internal and external)’s ecosystem and the ability to leverage partner’s solutions to solve strategic customer’s needs

+ Ability to drive and influence teams to pursue business opportunities

Preferred experience :



+ Experience working in trading and/or commodity businesses (preferably within ferrous industry)

+ Experience in trading, risk management and trade finance

+ Experience in product/solution marketing or consulting work

+ Experience in Business Development

+ Proven ability in strategic thinking, analysis, problem solving, pro-active decision-making and leading/driving change.

+ Proven ability to interact, build relations with individuals at all levels, both internally and externally

+ Proven ability to influence others

+ Strong written and verbal communication skills

+ Excellent presentation skills

+ Commitment to internal controls and guiding principles.

+ Ability to identify and resolve conflict in an effective and timely manner.

+ Ability to handle multi-tasking environment, meet deadlines and work with a wide range of business issues

+ Entrepreneurial mindset

+ Project management skills preferred Competitive Salary. Closing date August 8th 2019

Job

Sales

Primary Location

United Kingdom-ENG-London

Schedule

Full-time

Job Type

Standard

Shift

Day Job

Req ID:

LON00590

At Cargill, everyone matters and everyone counts. Cargill is committed to creating and sustaining an inclusive and diverse work environment where all employees are treated with dignity and respect. As such and in alignment with our Guiding Principles, Cargill’s long-standing equal employment opportunity policy prohibits discrimination and harassment against any employee or applicant based on race, ethnicity, color, religion, national origin, ancestry, sex, gender, gender identity, gender expression, sexual orientation, age, disability, pregnancy, genetic information, marital status, family status, citizenship status, veteran status, military status, union affiliation, or any other status protected by law. 

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