Senior Sales Manager - Consumer Products

Position Purpose & Summary
The Truvia? Territory Sales Account Manager is responsible for the development and implementation of customer retail strategies and tactics to achieve the business objectives of the Truvia? Consumer Products across National and Geographical Account Teams divided into the western region, central region, and eastern region of the United States. Hold approximately $20 MM in sales volume. Applies extensive product and market knowledge to sell to major, complex national or strategic/sophisticated accounts. Maximizes sales to top tier accounts by implementing advanced business planning, consumer and category insights, forecasting, analytical and category management expertise. Builds relationships with account personnel including top management, merchandising, accounting, advertising, operations, logistics and finance. Responsible for coordinating cross-functional internal account team support against all national accounts in order to support customer category and Truvia? Brand Growth.
Note: This is a remote position and the incumbent should already be living in Cincinnati, OH; Tampa, FL; or Charlotte, NC as the territory covers the Southern Region of the United States.
Principal Accountabilities
Core Accountability Category #1: Build, Develop & Maintain External Customer Relationships
Accountable for the overall success of the customer relationships by delivering significant business/financial impact for Truvia Consumer Products
Identifies and builds relationships with a broad set of key gatekeepers, influencers, and decision-makers with customers to ensure that margins and sales goals are exceeded through a significant understanding of the customers' need and ways to enhance Cargill added value proposition
Partners with a broad external network of business stakeholders to exchange ideas (i.e. marketing/brand managers, solutions/technical sales specialist, technical services consultants, product line managers, etc.). Leverages and develops long-lasting external network contacts
Supports customer needs through effective collaboration with Cargill functions (Supply Chain, Technical Services, Customer Services, Operations, Logistics/Transportation, etc.)
Establishes strategic/tactical coordination across-BUs and may directly drive cross-selling opportunities with other business units to provide an integrated approach to meet/exceed customers current/future needs and requirements as well as gain customer long-term/continued commitment
Core Accountability Category #2: Research & Identify Customers Business Needs
Ensures that sales/marketing strategies and tactics (i.e. product/market segmentation, pricing, channels of distributions) utilized by the business are effectively aligned with the marketplace practices. Recommends adaptations and changes to the sales/marketing strategy as appropriate
Collaborates with sales management leader/teams to develop overall objectives and growth strategies for new and existing products. Discovers new prospective customers and qualifies new sales opportunities
Core Accountability Category #3: Solution Proposal & Development/Negotiation & Sale Execution
Within a defined portfolio of product/services, creates and validates the ability to deliver distinctive value propositions by linking needs, benefits, and added-value offerings apart from competitors
Provides input into sales forecasting that includes opportunities that are strategic to the customer
Prioritizes, improves, and executes sales/account planning delivery process which consists of the detailed deliverables of an action plan. Accountable for overseeing and/or executing sales transactions through the portfolio pipeline
Develops and structures complex sales proposals (i.e. structure proposals for primary customized solution) that represent maximum value optimization to customer and business. Ensures that proposal addresses customer's key issues, needs and requirement
Negotiates, presents, and finalizes sales with customers
Possesses deep expertise on negotiation techniques that focuses on long-term customer relationship and "win-win" outcomes
Demonstrates control and understanding of buyers needs and prepares for negotiation by gathering detailed information/facts.
Predicts and resolves issues, settles disagreements, and clarifies misunderstandings with customers, teammates, or supervisors to enhance account performance. Develops mitigation strategies before issues materialize
Proactively analyzes competitor capabilities along with comparisons to business's capabilities to determine gaps and to position account offerings against competitive options
In collaboration with marketing groups, may execute targeted customer analysis for individual or groups of customers using Cargill marketing tools (i.e. customer hierarchy or customer segmentation)
Equal Opportunity Employer, including Disability/Vet.
Education, Experience, Skills
Required Qualifications
Bachelor's Degree
Minimum 8 years of total business experience in commercial, technical, operations, supply chain, engineering or other related fields
Minimum 5 years' experience in Sales/Commercial management and/or consumer products company
Direct and comprehensive Profit and Loss (P&L) responsibility including Revenue growth, Gross Margin, Sales, General and Administration (SG&A) and Earnings After Taxes (EAT)
Demonstrated experience in rapid growth of new branded products; global launches, etc.
Proven experience in exploring technology (R&D), innovation, and applications related to new product development
Ability to think strategically, articulate a vision and direction and manage execution through the leadership structure of the business
Strong financial acumen with strong analytical ability to make decisions in an uncertain environment with a combination of data assessment and interconnections of marketplace dynamics
Strong execution capability, an ability to drive pace, activate and motivate a diverse, cross-functional team
Proven ability to lead an engaged team and focus maximizing results based on their efforts
The incumbent must be available to travel up to 50%

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