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Sales Director Global AccountsApply Now
Sales Director Global Accounts
Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 155,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.
Position Purpose & Summary Leads and translates the overall sales vision and long/medium-term strategy for the Global Accounts (highly complex strategic accounts) for CCC EMEA and Global Co-ordination of these accounts with other regions within CCC. In achieving the CCC Strategy 2022 the Global Accounts needs to outpace the growth of the market and the CCC growth ambitions. Leads and develops the sales plans for the defined portfolio of products/services of CCC and ensures implementation of sales planning strategies and tactics within a defined area of responsibility and scope. Provides guidance, assistance, support and coaching on top key strategic account negociations and long term strategic agreement with to ensure strategic growth execution. Volume and pricing performance responsibility for assigned region of the global accounts. Direct accountability for assigned customers, Partner for Growth with other CCC regions. Leads and develops the best practice and information sharing for the global sales and solutions teams – designing and developing global customer account plans and annual actions plans to realize long term growth objecives of the global accounts teams. Creation of a global team network and sense of team across the regions for those directly involved in the coordination of global account activities: Network/Matrix structure between global account managers and regional tags; ROI benefit of global coordination activities. Supports and coaches the sales managers to develop strategic customer road maps and winning value solutions for the strategic global accounts Leads, develops, motivates and coaches the sales team; setting and monitoring targets for each individual within the team. Supports Group (s) and/or centralized sales organization strategies by aligning all tactical sales objectives and activities as well as contributes to the development of the overall strategy. Change Leadership within the Group strategy roll out and participate/lead in projects. The Sales Team Lead for Global accounts will be an important external relationship ambassador for the key strategic customers – building, developing and supporting the maintenance of key customer relations in partnership with the strategic account managers, the CCC Group customer sponsors and the CAL/ECL teams of FIBI GTM. Establish and oversee strategic and tactical alignment amongst senior level stakeholders of different functions across the external customer and within Cargill. At the customer and inside Cargill Network the Network in order to drive execution. The Sales Team Lead is responsible for the sales teams based in CCC locations within the Europe. He or she is both a role model in actions and behaviors for his/hers team as well as actively engaged with customers to execute on CCC Customer Intimicay Strategy. Is also leading in teams across the organization concerning customer projects. No direct account responsibility. Accountable for deploying CCC sales tools (Account plans, SFDC, Opportunity pipeline management, segmentation business rules) within the cluster. Leadership / role model in driving customer focus, right behavior in day to day interaction across CCC.
_25%_ _Budget Accountability, Performance targets, measurements, and results_
+ Setting and achieving – in conjunction with PLM, the cluster budget for volume and value
+ Translates long-term sales strategy into defined and quantifiable sales objectives, goals and definition of targets. Responsible for the development and execution of the detailed plan of activities to pursue, reassess, and ensure sales targets and goals for growth in cluster are achieved.
+ Develops and monitors performance standards for the sales organization. Directs and defines priorities in order to achieve sales volume objectives.
+ Accountable for managing execution of the business and participates in continuous improvement for the group to optimize results
+ Monitors closely and adjusts to ever changing market conditions and adapts/creates new performance metrics that will effectively drive desired performance.
+ Champions change management efforts to increase overall sales team effectiveness
+ Ensuring management of execution of the business: execution and full honoring of contracts (delivered and paid) Backlog Management, Cluster credit and counterparty risk management _25% Build, develop and maintain internal / external customer relationship for the global strategic accounts_
+ Leading and developing the overall sales strategy for the regional responsibility. Ensures that the sales organization teams continuously build and develop integrated relationships with external/internal customers
+ Driving customer connectivity philosophy at all levels of the sales organization and takes direct responsibility for customer satisfaction and business retention.
+ Directly and indirectly maintains and pursues relationships with very senior high-level strategic customers, support the strategic account managers and collaborates closely with senior level leadership to support the development if deep customer relations.
+ Solution proposal development with accounts teams: Positioning Cargill for leading opportunities by presenting the company’s capabilities and solutions, Supporting and Developing long-term solutions with lead developers and senior commercial leaders by overseeing proposal development; helping create offerings that represent maximum value to the customer and Cargill
+ Directly or indirectly overseeing the most complex contract management negotiations _25% People Talent & Deevelopment Management (Coaching & Talent Development)_
+ Develops and implements an integrated talent management programs to attract, train and develop top sales supervisors/professionals and to ensure optimum level of workforce engagement.
+ Holds direct/indirect reports accountable for actively addressing engagement issues and promotes best practices in sales effectiveness and engagement areas.
+ Champions and deploys the “Cargill Sales Effectiveness Framework” and drives team work culture and alignment to goals.
+ Responsible for developing strong sales leaders (at all levels) inclusive of a more diverse workforce by seeking multiple approaches to source/attract diverse talent and resources allocation.
+ Oversees and develops the design of sales workforce planning/staffing
+ Designs and deploys total sales compensation plans to ensure best fit for business strategy linked to group initatives 20% Global Account Set up for CCC and Global Coordination
+ Creation of a relationship matrix structure for the global accounts across CCC Global business
+ Advocating positions and coordinating resources across multiple regional business of CCC to meet customers’ current and future needs
+ Develops and implements best practice processes/tool and information sharing for the global accounts sales teams and regional tags to realize the long-term objectives of the account teams and the customer; works in collaboration with regional sales leaders/MD’s to enhance global focus and collaboration for the strategic global accounts
+ KPI and ROI benefit of global coordination activities; Designing and enforcing short team indicator targets to measure progress towards long term goals _10% Research and game plan around global accounts_
+ Leading and overseeing the strategic alignment of the sales organization’s activities exploring the customers competitive intelligence, needs and requirements. Proactive plan around future global account moves (new long-term contracts, potential outsourcing)
+ Oversees and ensures strategic alignment of long-medium term business drivers and capabilities as well as execution of tactical marketing/sales planning strategies and approach as it relates to product/market segmentation, pricing, channels, etc.) to ultimately deliver value-added solutions.
+ Partners with cross-functional stakeholders to created solutions teams for the global customers (i.e. Innovation/Product Line/Marketing) to provide direct input and support to the product line strategy, to support the innovation pipeline, and to ensure a constant stream of new products/services aimed at adding value to the product line portfolio.
+ Informs the sales organization of market trends, competition, and cross-functional account specific initiatives that can be leveraged across immediate sales teams and across multiple business.
+ University or Higher Vocational degree
+ Fluent in English, and one other European language
+ A minimum of 10-15 years experience in sales (account management) and at least 5 years experience in leading cross functional teams within international B-to-B market (Working experience in a complex matrix-organization,
+ Experience with customer initiated cross functional project management,
+ Affinity with food industry
+ Experience with cocoa / commodity environment is pre
+ People Leadership: Team builder and Inspiring Role model
+ Sales Leadership: Strong negotiation and business acumen;
+ Customer Leadership: Strong relating and Influencing Skills; Consultive value based selling skills
+ Relationship Building and Teamwork: Excellent collaboration and interpersonal skills; Ability to develop deep relationships at all levels; Success in actively pursuing new customer relationships and to build trust-based relationships with customers
+ Resource and Time Management: Good structured communication and organization; Ability to set deadlines and manage time effectively; Understanding how to leverage specialists and support resources; Knowledge on how to use tools efficiently
+ Value proposition delivery: Ability to build innovative value propositions and solutions
+ Fostering Innovation: Demonstrated innovating and conceptualizing competencies
+ Influencing skill to manage global network of stakeholders
+ Entrepreneurial and Customer driven, networker, curiosity, good listener
+ Autonomy and self-motivator; Degree of motivation derived from perceived value of work
+ Leadership and Self-awareness
+ Takes initiative and is a good finisher
+ Ambitious, Takes ownership, is resilient
+ Strong Conviction
+ Courage and Integrity,
+ Able to think conceptual out-of-the-box with creativity mindset Interested? Then make sure to send us your CV and cover letter in English today.
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Primary Location Netherlands-NH-Schiphol
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