Key Customer Manager

Department:  Sales
Date:  Jan 8, 2022

FMC Corporation is a global agricultural sciences company dedicated to helping growers produce food, feed, fiber and fuel for an expanding world population while adapting to a changing environment. FMC's innovative crop protection solutions – including biologicals, crop nutrition, digital and precision agriculture – enable growers, crop advisers and turf and pest management professionals to address their toughest challenges economically while protecting the environment. With approximately 6,400 employees at more than 100 sites worldwide, FMC is committed to discovering new herbicide, insecticide and fungicide active ingredients, product formulations and pioneering technologies that are consistently better for the planet.

FMC is a globally diverse organization that offers its employees exciting opportunities to work on challenging projects that are important to the achievement of our strategic objectives.  With a corporate culture of innovation, integrity, responsibility and customer intimacy, we foster “The Right Chemistry” in everything we do. We are looking for people to join us in creating, developing, and improving our products, our processes, and our markets. If you are ready to make a difference every day, FMC is ready to talk to you.  Visit FMC to learn more and follow us on LinkedIn and Twitter

Key Customer Manager will represent FMC Professional Solutions Pest Segment in the states of Texas, Oklahoma, New Mexico, Arizona, Wyoming, Montana and Colorado to create demand and maximize sales for FMC Pest Control segment. Candidate will collaborate with marketing, key accounts management and product development to generate demand for Pest Control products through identified Key Customers, distributor sales representatives and targeted influential organizations regarding product positioning, new product introductions and training.

 

Candidate should be located central to the territory.

 

Responsibilities:

  • Responsible for being FMC lead with identified Key Customers as this market remains dynamic with acquisitions.  This may entail working outside of assigned geography should Key Customer acquisitions be made outside assigned geography
  • Responsible to generate demand by delivering presentations and product related information to identified  Key Customers, distributors sales/tech reps in these regions TX, OK, NM, AZ, WY, MT, CO
  • Proven ability to navigate complex selling situations
  • Manage objections using sound understanding of competitive products and positioning
  • Support sales campaigns working with Key Account Managers and Marketing focusing on product attributes, positioning and program fit
  • Deliver presentations to facilitate relationships with identified Key customers, influencers and consultant groups (where needed)
  • Professionally deliver CEU training, either virtually or in person, with Key Customers, distributors
  • Working with key Trade Associations, Trade Groups, Distribution Reps, to fully promote and develop True Champions as key platform for FMC Professional Solutions Pest Business
  • Closely work with technical service and product development in identifying testing sites and key customers for new innovations and product launches
  • Assist Key Customers and end users in optimizing efficacy of Professional Solutions products in a manner consistent with environmental stewardship and protection
  • Must be fully engaged with digital marketing team to assist in production of messaging targeted to specific Key Customers and territory

 

Required Education:

 

  • Bachelors Degree with experience in Entomology, Urban Entomology or Agronomy.

 

Qualifications:

Level 1:

  • 2-4+ years of related sales experience
  • Working knowledge of primary products and market opportunities
  • Thorough understanding of key competitive products
  • Demonstrated ability to design and present presentations to groups and individuals
  • Ability to present effective alternative solutions to problems
  • Effectively implement business objectives for the key customers as well as defined territory

Level 2:

  • All of the above plus:
  • Minimum of 5 years related sales experience
  • Has significant understanding of market dynamics; can develop/recommend specific actions targeted to local needs
  • Demonstrated analytical approach in dealing with competitive market information
  • Recognized as an advisor by many customers
  • Recognizes issues and problems and takes action to solve
  • Understands strategic direction of the business

Level 3:

  • 10+ years related sales experience
  • Develops and services significant accounts with experience in the support of national accounts
  • Demonstrated the ability to make independent judgments with review from management
  • Makes decisions of a complex nature where independent judgment and creativity are required.
  • Demonstrated analytical approach in dealing with competitive market information
  • Demonstrated ability to communicate with middle to senior management
  • Has lead projects or special assignment involving work outside the area/region.
  • Very strong interpersonal skills; able to foster a sense of teamwork and collaboration with others
  • Excellent and effective written and verbal communication skills
  • Self Starter with the ability to work independently in a remote location
  • Able to deliver results on time
  • Good computer skills (e.g. SAP, Microsoft tools)
  • Knowledge of FMC Professional Solutions products and customers

 

At FMC, diversity and inclusion are in our DNA. We are proud to be an Equal Opportunity Employer with a commitment to creating an inclusive workplace where all employees can thrive – regardless of race, gender, sex, pregnancy, gender identity and/or expression, sexual orientation, national origin or ancestry, citizenship status, color, age, religion or religious creed, physical or mental disability, medical condition, genetic information, marital status, military or veteran status, or any other basis protected by federal, state or local law. FMC also supports employee participation in company employee resource groups that celebrate the diverse backgrounds of our workforce by providing communities for employees to connect with each other and raise awareness throughout FMC. FMC complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, please contact our Talent Acquisition department