Crop Input Sales Representative

Cargill - Fairview, AB (30+ days ago)

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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.

Key Accountabilities

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.

Qualifications

Minimum Required

  • 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
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
What skills and experiences will you gain in this role?

  • Strong leadership and organizational skills.
  • Strong communication and listening skills.
  • Excellent interpersonal skills.
  • Strong conflict management skills.
  • Ability to work effectively within a team.
  • Proven problem-solving and decision-making skills.
  • Capable of delivering innovation
At Cargill, everyone matters and everyone counts. Cargill is committed to building and sustaining a broad 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 aligns with all applicable national and local laws and regulations pertaining to non-discrimination and employment."

Cargill is an equal opportunity employer and committed to providing accommodation to our job applicants with disabilities.

Job Sales
Primary Location Canada-Alberta-Fairview
Schedule Full-time
Job Type Standard
Shift Day Job