As a Retail 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.
The Role
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
30% Non-Customer Facing Sales Activities
10% Internal Non-Sales Activities
25% Travel
Prospect & Qualify
Attend prioritized events (e.g., trade shows, etc.) to promote Ardent Mills and generate leads; work closely with Marketing 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 objectives
Identify 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., Annex, 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 needs
Design 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 competitors
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 processes
Set 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 stakeholders
Navigate and gain better familiarity with Retailer's supplier portals
Fulfill Orders, Provide Service, & Collect Payments
Contact Customer to confirm order, facilitate 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 knowledge and experience with On Time In Full (OTIF) requirements of major retailers to fulfill order requirements
Utilize Customer Service and other functions to deliver on expectations
Maximize & 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 partnership
Partner with customers where we are category leaders to help determine planogram to maximize sales.
Industry & Market Knowledge
Exhibit deep expertise in Retail private label sales working with large and small customers.
Use Retail market insights and experience to differentiate Ardent Mills with Customers; regularly share insights with their Sales Leadership
Utilize in depth understanding of Retail products, sizes and segment services to win in this space.
Stay up-to-date with new innovations, products and offerings from Ardent Mills
People, 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 strategies
Required Education, Skills & Experience:
BA or BS in Business, or relevant field OR HS Diploma or GED and 5 years sales experience 5+ years of sales or relevant work experience in Retail Sales, preferably in private label
Experience working with Retailers as Category Captain
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 skills
Good to have:
First-hand knowledge and experience in the flour milling industry or food services
Other considerations:
Travel: Up to 25% within the US and Canada
Ardent 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 Commitment
At 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:
Denver Office CO
Address:
1875 Lawrence Street, Denver CO, 80202
Additional Locations (if applicable):
Employment Type:
Full time
Additional Information:
COMPETITIVE COMPENSATION:We provide market-driven base pay, based on skills, abilities and level of experiences. The annualized salary for this position starts at $93,016.77and goes up from there. Our salary ranges are quite broad, and your individual salary will be market competitive based on your unique set of skills and level of experience. Additionally, because we believe that our team members are the reason for our success, we offer all team members (who are not excluded due to their collective bargaining agreement) an opportunity to earn at minimum 5% additional variable incentives based on contribution, company performance, and individual results achieved. Your specific bonus plan and target amount will be determined based on your role and contributions.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).
