Cargill’s Agricultural Supply Chain – North America (CASC NA) connects agricultural producers to food, feed and industrial customers through a seamless supply chain. We help our customers compete in the global market and efficiently deliver products from origins to destinations through our marketing, sourcing, originating, storing, trading, consulting and processing of grain, oilseeds and crop inputs products and solutions. CASC NA business reaches across Canada, United States & Mexico with an expansive asset footprint including over 200 grain elevators, export/import facilities, oilseed crush plants, biodiesel facilities, and farm service centers.
Position Purpose and Impact
Reporting to the Sales Manager and a member of the Farm Service Group team, the Sales Representative is accountable for generating top line revenue by creating value for customers. This individual is a sales professional who understands the value products and services Cargill provides will bring to customers who help customers make good decisions for their farm with such products and services. The Sales Representative is the member of the location team with primary responsibility for managing long term business relationships with farm customers and identifying opportunities to help them succeed through the sales of grain and crop input solutions and consulting products. Sales Representatives are expected to partner with Grain Marketing and Agronomy Advisors in the sales of consulting services. Sales Representatives are expected to understand the customers’ preferred method of conducting business and work with them to gain a deep understanding of their business needs. The Sales Representative has an active interest in the business world and a desire to be recognized for success by peers and customers is essential. A Sales Representative falls into 2 categories – inside sales (sales calls are conducted from the location via phone or face-to-face meetings with the customers at the location, or outside sales (sales calls are conducted via phone, at the customers location” kitchen table”, or at a Cargill facility).
The Sales Representative role has progressive job classifications. Sales Representatives qualify for each classification based on track record of performance (financial results and behaviours) and leadership skills.
70% To achieve top line revenue targets by creating value for customers, Sales Representative will connect with farmer customers in a defined geographic territory to build productive, long-term business relationships, develop a comprehensive understanding of customers’ business and manage the account to the benefit of the customer and Cargill. This includes learning about their business, analyzing their needs, and influencing their business decisions in order to provide successful solutions in the areas of grain, crop inputs, and Distinctive Value Solutions. The Sales Representative achieves sales (gross margin and revenue) goals through planned sales calls that present solutions and value propositions to Cargill customers. The Sales Representative partners with Grain Marketing and Agronomy Advisors in identifying selling consulting services to the customers in Sales Representatives’ territories. The Sales Representative is accountable for managing the credit allocated to their customers. Accounts receivable are managed according to established policies with no credit limit violations.
20% Execute the customer focus fundamentals and best practices in the Green Book.
Sales Representative will 1) optimize strategic sales planning and time allocation through customer segmentation (e.g. Opportunity Grid), 2) ensure financial targets are being met with strong tactical plans for strategic customers (e.g. Territory Business Planners), 3) have well-defined weekly call plans (supported by an agenda and pre-call plan for each farm call) to ensure adequate customer connections with the required margin potential to achieve financial targets, 4) participate in weekly customer focus meetings to share their weekly call plan and to game plan on how FSG teams will create and deliver value for customers, and 5) to ensure all customer information is captured in Salesforce.com (Customer Relationship Management tool).
On a regular basis, the Sales Representative will engage the FSG team in the customer planning process (Customer Accountability Management Process) to proactively identify customer opportunities, establish specific customer tactics and to understand and capture customer business intentions (e.g. Farmographics).
5% The Sales Representative is proactive in using every opportunity to increase their knowledge of the agriculture industry, their skills in agronomy, and grain marketing, and their understanding of the products and services Cargill offers in order to continuously improve the value they can bring to our customers. The Sales Representative will also attend sales, marketing, and community relations activities such as grower meetings, supplier meetings, community events, and field tours.
5% The Sale Representative is a team player who supports administrative and operations staff as they pursue their specific goals. During critical times of the year, the Sales Representative may assist with operational tasks from time to time to ensure that facilities provide superior customer service.
- Excellent interpersonal, communication and leadership skills.
- Strong problem solving and decision-making skills.
- Persistence and highly developed selling skills.
- Ability to identify opportunities and prospects, build customer relationships and close sales.
- Strong organizational skills, including the ability to manage time and set priorities.
- Basic math, written communications and computer skills.
- Strong planning skills, including the ability to segment markets, and target and analyze customer potential.
- Must be legally entitled to work for Cargill in Canada
- Do you have a valid Canadian driver's license
Hiring Manager Preferred
- Understands the Canadian agricultural system including grain marketing, grain transportation and crop production practices.
- Knowledge of grain and crop input products.
- Knowledge of grain marketing and agronomic practices.
- Related post-secondary education or training. Knowledge of grain elevators and grain technology and equipment.
- Experience using customer relationship management (CRM) software.
- Potential to qualify for CCA certification if market conditions require that designation
Meeting with customers daily, either in the office or driving to their place of business, probing bins, collecting samples and speaking on the telephone for extended periods may cause fatigue.
Either working in a truck, in customers’ yards or working in a facility office on a daily basis will expose the Sales Representative to road conditions and potential vehicle accident, dust, heat and cold.
Driving a vehicle, inspecting grain and working with customers to define requirements. Ensuring that all recommendations are correct and proper administrative procedures are followed requires attention to detail.
Cold calls and the large number of customers to deal with may create stress. Accountability for meeting revenue targets, performance issues relating to contract compliance, logistics, application services, and accounts receivable will all require conflict resolution skills.
Cargill is an equal opportunity employer and committed to providing accommodation to our job applicants with disabilities.
Primary Location Canada-Alberta-McLennan
Job Type Standard
Shift Day Job