Account Relationship Manager (ARM)

Keystone Cooperative•Roselawn, IN

About The Position

The Account Relationship Manager (ARM) communicates the value Keystone brings to customers and ensures that value is delivered and realized. The role supports Keystone’s promise to be the farmer’s trusted business partner and serves as a primary customer resource for current and future technologies, including Keystone’s Elite AGx and Connect platform. The ARM builds an in-depth understanding of assigned customers’ initiatives, goals, strategies, business drivers, and buying practices through regular interaction across their operations. The role uses available tools and customer account plans to make recommendations, achieve customer objectives, and coordinate service and account development across Keystone’s Grain, Agronomy, Energy, and Swine & Animal Nutrition businesses. The ARM also sells products and services, works toward account sales and profitability goals, maintains account records, and resolves customer issues.

Requirements

1–3 years of relevant agricultural sales experience.
Basic understanding of crop production, including basic agronomics.
Strong written, verbal, and interpersonal communication skills, including the ability to build and maintain successful business relationships.
Strong organizational skills and ability to work within strict time frames despite frequent interruptions.
Ability to learn diverse product portfolios and margin expectations and deliver profitability to the company and farmer-owners.
Strong analytical skills and ability to calculate information accurately.
Ability to work independently and make appropriate decisions.
Willingness to work the hours necessary to be successful and travel as needed.
Proficiency with the Microsoft Office suite and company-specific software, and ability to understand and use additional technology tools and resources.

Nice To Haves

Bachelor’s degree in an agricultural-related field, or a combination of education and/or experience.

Responsibilities

Build knowledge of assigned customers’ initiatives, goals, strategies, business drivers, and buying practices through regular interaction at all levels of their operations.
Use AGx, Connect, and other tools to help customers interpret information and make sound recommendations.
Ask questions to understand customer strategies and adapt Keystone’s offerings to fit customer goals.
Develop Customer Account Plans to help meet producers’ objectives and targets; review plans regularly with the Sales Lead, Regional Director, and Operations team to identify and respond to account issues.
Detail, position, and sell Keystone products and services through on-farm and other customer-preferred communications, including phone and text.
Set and achieve sales volume, profit margin, and other goals for assigned accounts.
Maintain account and sales-call records using Keystone Connect and Strategic Account Profile Sheets.
Communicate daily with the Location Manager and Operations about account progress, service, and potential issues or opportunities.
Coordinate account developments with decision makers and operational staff across Grain, Agronomy, Energy, and Swine & Animal Nutrition businesses.
Provide customer service, act as a primary customer contact, and resolve customer issues and complaints.
Develop work habits that support the organization’s go-to-market strategy and communicate strategy changes to key stakeholders.