Cargill Sales Grain Rep – Congress, SK Full Time in Congress, SK


Branch Congress SK CA

Sales Grain Rep – Congress, SK
Congress, SK

Opportunity Grid), 2) ensure financial targets plans (supported by an agenda and pre-call plan for each farm call) to ensure adequate customer connections with…

Cargill’s Agricultural Supply Chain – North America (CASC NA) connects agricultural producers to food, feed and industrial customers through a seamless supply chain. We help our customers compete in the global market and efficiently deliver products from origins to destinations through our marketing, sourcing, originating, storing, trading, consulting and processing of grain, oilseeds and crop inputs products and solutions. CASC NA business reaches across Canada, United States & Mexico with an expansive asset footprint including over 200 grain elevators, export/import facilities, oilseed crush plants, biodiesel facilities, and farm service centers.

Position Purpose

Reporting to the Sales Leader, the Sales Representative (a collective term for Grain, Crop Input and Account Representatives) is accountable for generating top line revenue by creating value for customers. The Sales Representative understands the products and services Cargill provides to help customers make good decisions for their farm.

The Sales Representative is a member of the location team and has the primary responsibility of managing business relationships with farm customers. The Sales Representative is expected to understand the customers’ preferred method of conducting business and to understand their business needs. In order to meet the customer business needs, the Sales Representative will sell grain and crop input solutions. Providing solutions to customers will help them succeed while growing the top line revenues of the business.

Grain Representative:
The Grain Representative will specialize in the origination of grain and selling of grain solutions while primarily conducting business over the phone or over the counter. This position’s primary place of business will be at our Cargill location. In collaboration with the Crop Input Representative(s) and the Account Representative(s), this position will create value for customers by providing proactive information and knowledge to help customers make good decisions for their farms.

By helping customers market their grain and manage risk; the Grain Representative will originate grain, sell GMAs, ProPricing, and work with the Grain Marketing Advisor to sell and (re) sign customers to Grain Marketing Services.

The Grain Representative will primarily deal with farmers who prefer to do business over the phone and at the location (Opportunity A, B & C customers). A high percentage of the customers will be small to medium sized farmers (Opportunity B & C customers).

This position is expected to stay on top of changes in grain markets, share the latest market information, know the location’s available space, logistics and movement, identify and notify customers of local grain marketing opportunities, be readily available to answer questions and meet urgent customer support needs.

Sales Representatives will:

  • 70% Deliver Sales and Financial Results

To achieve top line revenue targets by creating value for customers, the Sales Representative will connect with farmer customers in a defined geographic territory to build productive, long-term business relationships, develop comprehensive knowledge of customers’ business and manage the account to the benefit of the customer and Cargill. This includes: learning about their business, analyzing their needs, and influencing their business decisions in order to provide successful solutions in the primary area of grain, while working collaboratively with the sales team in the areas of grain, crop inputs, and solutions. The Sales Representative achieves grain origination through planned sales calls that present solutions and value propositions to Cargill customers. Each Sales Representative will be held accountable to achieve their respective sales budget targets. The Sales Representative partners with Grain Marketing Advisors and Agronomists in identifying and selling consulting services to the customers within their sales territories. The Sales Representative is accountable for managing the credit allocated to their customers. Accounts receivable are managed according to established policies with no credit limit violations.

  • 20% Execute Customer Focus Fundamentals

The Sales Representative will execute on the customer focus fundamentals and best practices in the Green Book. Sales Representative will 1) optimize strategic sales planning and time allocation through customer segmentation (e.g. Opportunity Grid), 2) ensure financial targets plans (supported by an agenda and pre-call plan for each farm call) to ensure adequate customer connections with the required margin potential to achieve financial targets 3) participate in weekly customer focus meetings to share their weekly call plan and the game plan on how location teams will create and deliver value for customers, and 4) to ensure all customer information is captured in Salesforce.com, Cargill’s Customer Relationship Management tool. On a regular basis, the Sales Representative will engage the location team in the customer planning process to proactively identify customer opportunities, establish specific customer tactics and to understand and capture customer acre and business intentions (e.g. Farmographics).

  • 5% Develop Job Knowledge

The Sales Representative is proactive in using every opportunity to increase their knowledge of the agriculture industry, their skills in agronomy, grain marketing, and their understanding of the products and services Cargill offers, in order to continuously improve the value they can bring to our customers. The Sales Representative will attend sales, marketing, and community relations activities such as grower meetings, supplier meetings, community events, and field tours.

  • 5% Be a team member and perform operational tasks

The Sale Representative is a team player who works collaboratively with the sales and consulting team; connects with the location teams to best serve customers, and the Sales Representative will assist with operational tasks from time to time to ensure that facility provides superior customer service.

Minimum Required Qualifications

  • Excellent interpersonal, communication and leadership skills.
  • Strong problem solving and decision-making skills.
  • Persistence and highly developed selling skills.
  • Ability to identify opportunities and prospects, build customer relationships and close sales.
  • Strong organizational skills, including the ability to manage time and set priorities.
  • Basic math, written communications and computer skills.
  • Strong planning skills, including the ability to segment markets, and target and analyze customer potential.
  • Previous related sales experience.
  • Related post-secondary education in Business or Agriculture or equivalent work experience.
  • Must be legally entitled to work for Cargill in Canada

Preferred Qualifications

  • Understands the Canadian agricultural system including grain marketing, grain transportation, and crop production practices.
  • Knowledge of grain industry
  • Knowledge of grain marketing practices and agronomic practices.
  • Knowledge of grain operations.
  • Experience using customer relationship management (CRM) software.

Cargill is an equal opportunity employer and committed to providing accommodation to our job applicants with disabilities.

Job Sales

Primary Location Canada-Saskatchewan-Congress

Schedule Full-time

Job Type Standard

Shift Day Job

or proceed with Standard Application Form.

Employment Type: Full Time
Location: Congress, SK, CA
Posted on: 2018-05-25
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