Account Relationship Manager (ARM)

Keystone Cooperative•Roselawn, IN

About The Position

The Account Relationship Manager communicates the value Keystone brings to customers and ensures that value is delivered and realized. The role supports Keystone’s promise of being the farmer’s trusted business partner and serves as a primary resource for customers on current and future technologies, including Keystone’s Elite AGx and Connect platform. The position builds an in-depth understanding of assigned customers’ businesses, goals, and strategies; recommends products and services that fit customer needs; and develops and reviews Customer Account Plans. The Account Relationship Manager sells Keystone products and services, works toward account sales and profitability goals, maintains account records, coordinates with internal teams, and provides customer service, including resolving issues and complaints.

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 business relationships.
Excellent organizational skills and ability to work within strict time frames despite interruptions.
Ability to learn diverse product portfolios and margin expectations and deliver profitability for 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 MS Office suite and company-specific software, and ability to learn and use additional technological tools and resources.

Nice To Haves

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

Responsibilities

Learn assigned customers’ initiatives, goals, strategies, business drivers, and buying practices through regular interaction across 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 meet customer goals.
Develop Customer Account Plans to support producer objectives and targets, and regularly review plans with the Sales Lead, Regional Director, and Operations team.
Identify, evaluate, and respond to key account business issues while providing service to customers.
Present and sell Keystone products and services through on-farm visits, phone calls, text messages, and other customer-preferred communication formats.
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.
Serve as a primary customer contact, provide customer service, and resolve customer issues and complaints.
Build work habits that support the organization’s go-to-market strategy and communicate changes in strategy to key stakeholders.