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Regional Direct Account Manager

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Regional Direct Account Manager

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 160,000 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.

Description



Position purpose:

The Regional Direct account manager is accountable for building customer relationship and insight with the moderately complex customers within France, potentially also Spain, Italy and/or Greece that will drive moderate to large financial impact and maximize opportunities for the customer within the defined area of scope for Cocoa and Chocolate Industry Segment. Commercial accountability includes reaching margin & volume targets and establishing growth through innovation. Furthermore, accountability involves deploying marketing tools such as customer account plans & segmentation, delivering value propositions, and gaining industry knowledge and translating this back into the wider commercial organization. Sales execution starts at pre-contracting phase and end with payment of the invoice. He or she is both a role model in actions and behaviors for the customer and Cargill to execute on CCC Europe Customer Intimacy Strategy. Is also leading in teams across the organization concerning customer related projects.

Principal Accountabilities

_50% Achieving Commercial Growth Targets_

+ Build, Develop & Maintain internal / external customer / client relationships.

+ Achieves the commercial volume and margin targets for the diverse direct customer base in line with CCC budget and plans for continuous growth over 3 years

+ Initiating, developing, and maintaining long/lasting customer working relationship with Direct Account customers

+ Being accountable for the overall success of the customer relationship

+ Identifying/ building relationships with a board set of key gatekeepers, influencers and decision-makers

+ Focused Business development/Strategy growth plan of the West EU region (outside of key accounts) to develop prospects and volume margin opportunities for CCC

+ Management and growth of select number of customers – supporting the West Cluster growth plan. _20% Solution proposal and development / negotiation and sales execution_

+ Maximizing the ability to deliver new/ existing value propositions and solutions

+ Supporting the translation of business plans and sales strategy into account specific growth plans

+ Possessing solid expertise on negotiation techniques that focus on strengthening the customer relationship and “win-win” outcomes

+ Executing customer pricing programs against established market pricing policy and proceeded

+ Overseeing proposal development; helping create offerings that represent maximum value to the customer and Cargill

+ Directly overseeing contract management negotiations _15% Research and identify customer/ business needs_

+ Researching and identifying customer requirements and expectations

+ Possessing and continuously developing deep knowledge of the customer’s business strategy and requirements

+ Ensuring that sales and marketing strategies and tactics are effectively aligned with the regional and local marketplace practices

+ Co-ordinate with Marketing to capture customer and consumer trends. Provides input into business understanding of customer segments, supply and demand dynamics.

+ Identify and communicate value-creation opportunities. Frequent contact with PLM, Customer Service, TSS and peers across Cargill _15% Performance Targets, Measurements & Results_

+ Executing on defined/ quantifiable sales targets

+ Participating in the development of annual fiscal year sales budget

+ Delivering on sales performance and financial targets (sales volume, prices, revenue, profitability)

+ Accountable for managing all steps in sales effectiveness process. Starting with pre- contracting discussion on terms & conditions, negotiate and conclude a sale, contract entry, until execution and payment of the contract. Appropriately involve Sales Support and other support functions during the process.

+ Manage credit and counterparty risk management

Qualifications



+ University or Higher Vocational degree

+ Fluent in French, English, and potentially one other European language

+ A minimum of 5-7 years’ experience in sales

+ Working experience in a complex matrix-organization,

+ Experience with customer initiated cross functional project management,

+ Affinity with food industry

+ Consultative value based selling skills,

+ Demonstrated Innovating and Conceptualizing competencies,

+ Strong Relating and Influencing Skills,

+ Team Builder and Inspiring Role Model,

+ Excellent collaboration/interpersonal skills,

+ Business acumen,

+ Good structured communication skills

+ Customer driven, networker, curiosity, good listener,

+ Self-awareness,

+ Takes initiative and is a good finisher,

+ Takes ownership, is resilient,

+ Strong Conviction,

+ Courage and Integrity,

+ Able to think out-of-the-box

Our Offer

In return for your expertise and commitment, we will provide a fast paced stimulating international environment, which will stretch your abilities and channel your talents. We also offer competitive salary and benefits combined with outstanding career development opportunities in one of the largest and most solid private companies in the world. Interested? Then make sure to send us your CV and cover letter in English today.



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Job

Sales

Primary Location

France-Q-ZONE INDUSTRIELLE DE GRAND LAUNAY

Schedule

Full-time

Job Type

Standard

Shift

Day Job

Req ID:

ZON00001

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. 

Cargill also complies with all applicable national and local laws and regulations pertaining to non-discrimination and employment.

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