This position is accountable for the purchase of grain for The Andersons, primarily from country elevators, large and small farmers, and truck accounts. Full integration with the strategic objectives, tactical execution, daily communication and service to customers, program development, other customer segments, and the profit center as a whole, is also of primary importance. In addition, this individual will be expected to fill in for Senior Account Representatives when needed.
Segment Grain Receipts: 7,000,000 – 12,000,000 million bu
Trading Area: Designated by regional sales manager
Total Customers: Approx 100
Nature and Scope
Incumbent reports to Regional Sales Manager along with other members of the sales staff.
The responsibility of the incumbent fall into several primary accountabilities: 1) Originating grain, delivering marketing services, and tracking customers; 2) Prospect development; 3) personal development consistent with Company needs and personal goals; and 4) Contribution to the overall grain location strategic and tactical performance; 5) Facilitate the use of marketing tools; 6) Use proper sales process and strategy with producer customers; 7) comply with rules and regulations the company puts in place for transacting business with customers.
Incumbent must develop and maintain avenues of contact with both established and new customers to encourage them to use The Andersons' facilities and services in the following ways for selling grain:
Cash grain purchases
Delayed price and delayed price reservations
Storage and storage reservations
Basis and HTA contracting
Basic fob and direct ship marketing
Anderson marketing tools
selling crop insurance
Other marketing services offered by The Andersons
Incumbent has continuing responsibility for searching out and making potential contact with prospective customers. The methods used in seeking out potential customers include making telephone inquiries, attending area agricultural business meetings, replies to letters and other events which place the incumbent in contact with prospective customers.
Incumbent compiles information on each customer in order to better evaluate each individual's needs and to make recommendations accordingly. This individual will participate in marketing meetings, gaining experience in relating with customers about grain marketing.
The incumbent compiles acreage and yield information, call tracking notes, and other relevant demographic information on individual customers to aid in future dealings, market trends, and other information in order to be adequately equipped to review and project market activities and to help customers make sound marketing decisions. The incumbent must maintain a tactical and strategic awareness sufficient to allow him/her to contribute to the management process.
The incumbent is responsible for originating grain while effectively communicating rules and regulations to customers and ensuring that their contracting activity complies with marketing limitations. When marketing exceptions are appropriate, the incumbent is responsible for formulating and pursuing an exception through the appropriate channels for management review.
The incumbent is expected to devote time to self-development in learning more and more about the grain marketing field. This includes agronomy, production agriculture, costs of production, supply demand, and financial information relative to the business.
The incumbent is also involved in resolving customers' complaints and criticism of company grain policies. Incumbent is expected to pass on relevant information to the Manager which will help the company establish and maintain fair and competitive grain policies. In order to efficiently perform accountabilities, the incumbent is required to develop a good knowledge of the grain market, both fundamental and technical, and must be able to understand and explain many of the following topics:
Relationship of cash grain prices to Chicago futures market prices.
Basis contracting and its relationship with the Chicago Board of Trade.
Intermarket cash relationships, for example, truck to rail, export to domestic which requires knowledge of freight structures.
Forward pricing relationships of spot values.
Incumbent must be able to professionally prepare and present messages for daily radio broadcasts both live and taped.
To efficiently perform the functions of this position, the incumbent must have a bachelor's degree in agri-business, business administration, or other related field or the equivalent in experience. With training and experience, the Account Representative is expected to possess the potential to become a Senior Account Representative
The following accountabilities are to be carried out in a manner consistent with the spirit and philosophy outlined in The Andersons' Statement of Principles:
Carry out procedures and programs which will improve the quality and efficiency of the customer service offered by The Andersons Sales Department. Provide existing and prospective customers the opportunity to operate their business profitably and soundly, and the knowledge of every service The Andersons can perform for them.
Spend sufficient time in self-development and learning more about the grain marketing field.
Actively support all company programs and policies involved in communicating with customers such as:
-Premiums and discounts
-DP rates and reservation rates
-Open Door Policy
Assist in development of short-range goals for the Sales Department which are:
-Consistent with The Andersons' Statement of Principles.
-Shared by the team.
-Designed to meet the basic purpose providing the company with high quality and efficient service for grain customers.
Working with the Regional Sales Manager and Senior Account Representatives, develop plans to meet individual goals. Such plans should:
-Be realistic, yet challenging.
-Contain short-term goals with targeted deadlines.
Assist in the preparation and presentation of messages for taped and live radio/TV broadcasts in a professional manner.
Service Senior Account Representative customers during their absence.
Establish and maintain an open, two-way communication with operating division and department heads to assure all mutual problems are fully aired and dealt with constructively.
Maintain an open relationship with the Regional Sales Manager and Senior Account Representatives, keeping them fully informed on all important matters, particularly those relating primarily to grain movement in our trading area and making suggestions and recommendations for improvements in customer service.
Work toward a complete understanding of the document, "A Statement of Principles" so that all operations are carried out in the manner consistent with the spirit and philosophy contained therein.
Work toward an understanding of crop insurance sales, flex contract application, fob and arbitrage opportunities, and a professional sales process.
The standard of performance for the position will be met when sufficient grain is purchased and moved from the country to assure the company a profit, and when the service provided is rendered in the manner to meet customer requirements.The overall performance of the incumbent will be measured within the framework of these goals by the establishment of obtainable objectives Objectives will be reviewed and updated on a regular basis.
Andersons, Inc. is an entrepreneurial company with diversified interests in the agriculture and transportation markets. The Company operates...