Account Manager - West Coast

Company: Ardent Mills
Location: Seattle
Posted on: May 26, 2023

Job Description:

Account Manager - West CoastYour role: As an Account Manager, you will be responsible for growing customer accounts in your territory with products from Core Flour, Specialty grains, and any future portfolios, to achieve sales goals. As a team member, you will utilize the Customer Engagement Process, and other defined tools and processes while working alongside your Sales Leadership to manage the internal network and minimize barriers to achieving sales performance goals.As a Seller, the Ardent Mills Values of Trust, Serving, Simplicity, and Safetywillguide your decisions, while upholding Our Promise we make to our Team Members. Youwilllisten, learn, and serve your team and Customers. Youwillwork with your Sales Director to deliver superior business results while embracing a mindset of change resiliency, showcasing learning agility, and challenging yourself to do better.Above all you will be expected to carry out all your activities with reliability, integrity, compliance and in a safe, environmentally responsible, and efficient manner.Your responsibilities:

• 45% Customer Facing Sales Activities
• 45% Non-Customer Facing Sales Activities
• 10% Internal Non-Sales Activities
• 50% TravelProspect & Qualify
  • Attend prioritized events (e.g., trade shows, etc.) to promote Ardent Mills and generate leads; work closely with Marketing team to optimize commercial promotional efforts
  • Engage current customer account stakeholders to identify new opportunities for growth across products and services; work with Sales Leadership to appropriately prioritize time and effort allocation among accounts to optimize business outcomes
  • Participate in meetings with their Sales Leadership to prioritize accounts, identify account growth opportunities, forecast account growth, and discuss other methods to achieve sales & business objectivesIdentify Key Decision Influencers & Define Needs
    • Research Customer prospects in advance of initial connections to gain an understanding of their business, product line, and resell Customers. Develop recommendations on how to meet the customer needs in alignment with Ardent Mills Solutions
    • Identify key decision makers and influencers, build strong relationships with them, and engage in fruitful discussions to understand the needs and priorities of the account
    • Enable connections between decision influencers and internal Ardent Mills counterparts (e.g., Marketing, Supply Chains, RQT, Operations, Risk Management)
    • Collaborate with other Ardent Mills functions to identify the needs of each key decision maker and influencer and validate with Customer leadership
    • After the sale, maintain awareness of Customer needsDesign Tailored Solutions & Articulate Value Propositions
      • Work with cross-functional teams to co-create viable solutions across the Ardent Mills product portfolio that meet Customer needs and preferences
      • Align internal capabilities to design tailored solutions that achieve strategic and financial objectives
      • Define and communicate relevant value propositions in a way that details the benefits of partnering with Ardent Mills and differentiates us from our competitorsDeliver Proposals & Reach Mutually Beneficial Agreements
        • Create and deliver proposals, including pricing, that reflect identified solutions and Ardent Mills differentiated value
        • Conduct negotiations for mutually beneficial agreements while maintaining and growing strategic partnerships; leverage legal team to manage supply agreement and contract execution processesSet Up Contracts & Onboard Customers
          • Ensure accurate set-up of Customer contracts and communication of contract specifications to all relevant internal teams (supply chain, mills, etc.)
          • Create cross-functional Ardent Mills team to service Customers and facilitate connection with corresponding Customer functions
          • Execute the customer or account onboarding process, through clear and timely communication with both internal and Customer stakeholdersFulfill Orders, Provide Service, & Collect Payments
            • Contact Customer to confirm order, coordinate the facilitation of payment and ensure satisfaction
            • Ensure Customer issues are addressed quickly and effectively through collaboration with other functions, and follow up on Customer questions and requests
            • Utilize Customer Service and other functions to deliver on expectationsMaximize & Reinforce Value Delivered
              • Collect account feedback on overall satisfaction with Ardent Mills and document findings to develop improvements to products and services
              • Reinforce value of Ardent Mills by leveraging data and analytics to provide Customers with information demonstrating the strategic and quantitative benefits of the partnershipIndustry & Market Knowledge
                • Develop deep expertise relevant to their territory, Customers, segments, and the industry overall; use these insights to differentiate Ardent Mills with Customers; regularly share insights with their Sales Leadership
                • Maintain a deep understanding of the products and services available in their portfolio, and stay up-to-date with new innovations, products and offerings from Ardent MillsPeople, Process, and Technology
                  • Leverage existing Ardent Mills resources and technology, such as Salesforce CRM, to operate effectively
                  • Utilize internal support teams when needed to better service customers accounts
                  • Establish, maintain, and update Account Plans throughout the sales process; create and document goals and the strategies and activities to execute;
                  • Work with Sales Leadership to validate mutually beneficial account growth strategiesRequired Education, Skills & Experience:
                    • BA or BS is business or relevant field OR HS Diploma or GED and 5 years sales experience
                    • 3+ years of sales or relevant work experience
                    • Strong sales process skills and communications abilities (verbal and written)
                    • Good listening skills
                    • Demonstrated ability to influence and support internal teams that are not direct reports
                    • Demonstrated ability to deliver results
                    • Demonstrated ability to build trust with Customers and influence Customer decision making
                    • Outstanding conceptual skills
                    • Very strong interpersonal skills including relationship-building and collaboration
                    • Proven analytical ability and comfort using data for decision-making
                    • Natural sense of curiosity for the industry, segment, customers, and our products
                    • Ability to thrive in difficult conversations
                    • An openness and excitement to learn, grow, and be coached about sales, the industry, etc.
                    • Show high learning agility to new technology, process and ways of working
                    • Strong negotiation skillsGood to have:
                      • First-hand knowledge and experience in the flour milling industry or food manufacturingOther considerations:
                        • Travel: Up to 50% within the US and CanadaArdent Mills is headquartered in Denver, CO. This role can be 100% remote. The successful candidate will be expected to commit to a periodic presence in the Denver HQ office, the frequency of which is open to discussion with the hiring manager.EEO CommitmentAt Ardent Mills, everyone matters and everyone has a voice. We are committed to providing an environment of mutual respect where equal opportunities are available to all applicants and team members and the decisions will be based on merit, competence, performance, and business needs. We are proud to be an equal opportunity employer. We do not discriminate on the basis of race, color, religion, creed, national origin, aboriginality, ancestry, marital status, sex, sexual orientation, gender identity or expression, physical or mental disability, pregnancy, genetic information, veteran status, age, political affiliation, or any other non-merit characteristic protected by law or not. Together, celebrating our differences, we make Ardent Mills.The preceding position description has been designed to indicate the general nature and essential duties and responsibilities of work performed by employees within this position. It may not contain a comprehensive inventory of all duties, responsibilities, and qualifications required of employees in this position. The description, duties, functions, and responsibilities are subject to change at the discretion of Ardent Mills.Location:Remote CA, Remote CO, Remote OR, Remote TX, Remote WAAddress:126 Remote, Denver CO, 80202Additional Locations (if applicable):Remote CA, Remote OR, Remote TX, Remote WAEmployment Type:Full timeAdditional Information:COMPETITIVE COMPENSATION:We provide market-driven base pay, based on skills, abilities, and level of experiences. Our salary ranges are broad, and individual salary will be market competitive based on a candidate's unique set of skills and level of experience. The starting range for this position is $95,807.27 - $127,782.95, with additional earning potential possible commensurate with experience. Additionally, we believe that our team members are the reason for our success and all team members are incentive eligible with a target based on contribution, company performance, and individual results achieved. While the specific bonus plan and target amount will be determined based on the role and breadth of contributions, the targeted bonus plan and targeted percentage amount for this role is Bonus - MIP, 30% Annual: Individual Target.BENEFITS:At Ardent Mills we offer a wide range of benefits to our team members and their eligible family members. Some of our great benefit programs you may be eligible for include: * Medical, Dental and Vision Coverage* Health and Dependent Savings Accounts * Life and Disability Programs * Voluntary Benefit Programs * Company Sponsored Wellness Programs * Retirement Savings with Company Match * Team Member and Family Assistance Program (EAP) * Paid Time Off and Paid Holidays * Employee Recognition Program with Rewards (RAVE).

Keywords: Ardent Mills, Seattle , Account Manager - West Coast, Executive , Seattle, Washington