Senior Account Manager

Job Title: Senior Account Manager

Product Focus: Seed/Agriculture/CenterFlow (Bulk Flowable)

POSITION SUMMARY

The Senior Account Manager will drive Myers’ organic growth efforts in the agricultural market segment along with fostering the development of the agricultural adjacent markets towards Flexible Intermediate Bulk Containers (FIBC) replacement solutions. The Senior Account Manager will also lead all strategic sales objectives, both with current product offerings and the direction of next generation product development.

The Senior Account Manager will foster and maintain strong, long-term relationships, penetrate key accounts to secure new business and achieve profitable Sales growth towards business goals. This is a unique opportunity to sell a more efficient, safer and reusable packaging solution to the world’s biggest brands. As Myers’ Senior Account Manager, you will deliver customer-centric solutions by combing the tactics of Key Account Management, Business Development and Sales Hunting with the advantage of knowing that Buckhorn (Myers) is the leader in the marketplace.

ESSENTIAL DUTIES & RESPONSIBILITIES

• Delivers profitable volume growth
• Negotiates and administers all pricing and contract negotiations for Seed/Agriculture customers by leveraging financial information to achieve optimal return on investments
• Hunts and penetrates large Seed and Agricultural Adjacent companies at all levels to generate and advance Flexible Intermediate Bulk Container packaging conversion opportunities
• Drives partnered innovation concepts through Buckhorn’s New Product Development team using a Stage Gate process for project management
• Develops and nurtures strong customer contacts and ensures positive, productive and professional relationships within multiple levels of customer management
• Identifies any direct product and market research to protect current market position to develop new and expanded markets for existing products
• Translates and quantifies the value proposition – applies Buckhorn’s Seed solutions to tangible and compelling customer needs by aligning product positioning to both the customers’ corporate strategy and quantifiable improvements within their supply chain
• Creates customer-specific action plans with key accountabilities and timing and uses Valid Business Reasons (VBR) approach on sales calls
• Coordinates the involvement of company personnel including support, service and management resources in order to meet account performance objectives and customers’ expectations
• Develops strong relationships across all functions including senior leadership, new product development, Operations, Pricing and Purchasing
• Proactively assesses, clarifies and validates customer needs and competitive threats on an ongoing basis including seeking value-add opportunities for strengthening marketplace position
• Interfaces with other functional department heads to provide current information on competitive market conditions and provide counsel on support department programs and activities in order to meet near and long-term objectives
• Builds and maintains a clear Distribution and/or Reseller channel supporting CenterFlow product needs outside of direct client relationships
• Maintains high customer satisfaction ratings
• Supplies advice and assistance to the Sales Manager for Seed and other functional areas
• Ensures brand consistency

ACCOUNTABILITIES AND PERFORMANCE MEASURES

• Achieves sales objectives within seed accounts while meeting or exceeding expectations for profitability
• Identifies and secures new clients and business opportunities
• Drives innovation in progressive and growing businesses
• Forecasts accurate and strong planning efforts feeding the S&OP cycle
• Achieves strategic customer objectives defined by company management
• Completes strategic customer account plans that meet company standards and gains alignment on strategic account plans from company leadership
• Demonstrates and models strong selling skills, leadership capabilities, customer intimacy and business acumen to others across Buckhorn and Myers

QUALIFICATIONS & DESIRED EXPERIENCES

• A four-year college degree from an accredited institution preferred
• A minimum of three - five years strategic sales experience in a business-to business sales environment required
• Previous experience developing and closing new business opportunities utilizing a hunter mentality
• Previous experience selling to large agricultural seed customers is preferred (i.e. Corteva, Bayer, Syngenta, Nutrien, AgReliant Genetics)
• Must be able to travel ~60% domestically