Key Account Manager - Germany

Indigo is working to harness nature to sustainably feed the planet.  We have discovered a transformational opportunity to improve global crop yield and reduce the use of agricultural chemicals and fertilizers by utilizing the core microbiome inside plants to confer material yield and crop protection benefits across a variety of crops, geographies and stresses.  The challenge and opportunity for Indigo is to gain critical first mover advantages by scaling quickly and effectively (~$1B 2020 revenue.)

Indigo Ag is expanding its Global Biological product offering by forming strategic relationships with indirect channel partners. The Key Account Manager, Europe (KAM) position focuses on the development and account management of key agricultural input distributors across Europe. The KAM will be responsible for identifying appropriate channel partners, signing partnership agreements, and the ongoing management of these accounts to foster a strong business relationship and increase sales.

Key Outcomes

Engage with assigned accounts to identify and expand strategic partnerships

• Develop deep relationships throughout the indirect channel network and become a trusted resource for all Indigo Biological offerings
• Set and meet customer expectations for fast responses to all questions within the same day they are asked
• Assist channel partners in benefitting from additional services of Indigo’s business offerings as needed to grow revenue
• Provide ongoing training and support for Indigo products sold through channel partnerships
• Needs based approach for identifying resources required to support business development for the partner
• Coordinate with internal Indigo teams to provide support and solutions as needed

Effectively Communicate Market Opportunities and Obstacles to Management Team

• Readily assess opportunities via team discussion
• Submit action items to address known challenges
• Communicate solutions to retail partners on a regular basis

Provide best-in-class customer service by building a thorough understanding of Indigo’s brand and offerings

• Meet and understand each of the cross-functional offerings (Indigo Carbon, Biologicals, Supply Chain, Marketplace, etc.)
• Represent Indigo as a Subject Matter Expert for all of Indigo’s offerings to channel partners
• Provide technical sales training of Indigo products sold through channel partnerships
• Identify key sales staff or teams to act as champions for Indigo’s products
• Serves as point of contact between channel partners and other functions of the Indigo organization, and closes feedback loop as needed
• Resolves all issues professionally and in a timely manner via phone, email, text, or chat

Drives development of partner accounts

• Personally leads engagements with individual accounts per partnering plan; Makes adjustments to achieve country targets on time
• Builds and develops effective relationships at leadership as well as operational level required to win partner accounts
• Track progress (via CRM system) and provides regular reporting for decisions/issue resolution by internal stakeholders

Understands and embodies our mission & core values

• Excited by Indigo’s mission; believes that Indigo can fundamentally change the agriculture industry; can clearly articulate passion for our mission and values
• Optimistic and innovative; solution-oriented; shows no signs of cynicism
• Will be widely viewed as someone who personifies our core values, is committed to them, and leans on them when making decisions. Specifically:
  • Demonstrates a track record of high integrity - doing the right thing, owning mistakes, conducting oneself honestly
  • Values, communicates and interacts with others with high levels of transparency and respect
  • Collaborates well across functions; creates an inspiring and collegial work environment

Key Competencies

• Hunter.  Ideal candidate is an individual with a hunter mentality that actively pursues/creates new leads and has a consultative sales approach.  Find the need, present the solution.
• Self-starter: Embraces ambiguity and thrives in a fast-paced environment.  Entrepreneurial by nature.
• Excellent communicator, able to quickly build trust and rapport with all stakeholders in Indigo ecosystem
• Has the ability to work cross-functionally with other internal business units to create solutions for issues and promote growth initiatives
• Sales oriented; able to follow and contribute to the sales process to close partnership agreements
• Comfortable with modern software tools and Indigo’s tech offering
• Ability to research new ideas, potential new markets, and help build out future programs
• Ability to prepare (sales) presentation for internal/external stakeholders
• Consultative selling approach and collaborative team member with the ability to work independently
• Ability to negotiate commercial terms and performance expectations through the lifecycle of the relationship
• Owns mistakes, conducts themselves honestly
• Optimistic and innovative, solution oriented

Key Qualifications

• Direct knowledge of end-to-end value chain in agriculture in the respective country; Extensive and well-maintained relationships with key value chain players
• Bachelor’s degree or equivalent (preferably in ag, agronomy, or ag engineering).  MBA is a plus
• Min. 5 years of experience selling products/services to wide breadth of commercial ag retail organization sizes & structures
• Demonstrated past of negotiating contractual relationships and commercial terms with vendors/suppliers
• Existing relationships and a strong book of business in the ag retail space is a plus
• Agronomy experience is a plus
• Technical experience and familiarity with CRM system preferred (Salesforce)
• 50% Regional Travel to be expected
• Prior experience working in a fast-growing company/project/initiative
• Native language German speaker. Must also be fluent in English.

Indigo is committed to living our values, specifically “creating a work environment where everyone feels respected, connected, and has opportunities to learn and grow.” As part of living our values, we strive to create a diverse and inclusive work environment where everyone feels they can be themselves and has an equal opportunity of succeeding.