Senior Key Account Manager - France

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.)

The Senior Key Account Manager is responsible for driving execution of launch and expansion of our various offering business lines, expansion to new countries and markets, and scoping and mapping of new opportunities across all offerings in the Indigo value chain.

Key Outcomes

Builds pipeline of targeted partners to achieve commercial targets

• Determines partner targets to achieve & exceed country commercial targets and creates alignment with Offer(s) and Commercial teams
• Defines partner requirements for coverage and service capabilities to deliver Indigo offers to growers
• Prioritizes partnership candidates based on quantitative and qualitative criteria
• Develops the plan for partnering build-up and tracks progress vs country commercial targets

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
• Tracks progress (via CRM system) and provides regular reporting for decisions/issue resolution by internal stakeholders

Structures partnership deals and contracts

• Formulates/Maintains country commercial policy to achieve coherent partner terms and gets buy-in from offers and regional leadership
• Determines near- and long-term deliverables and milestones for each partnership deal
• Defines and negotiates key partnership terms required to achieve definitive agreement, or determines a necessary walk-away
• Works closely with internal stakeholders (incl. offer management, finance, legal) to achieve buy-in and leadership approvals for all partner agreements; Prepare and presents business case to support the deal as required

Creates and leads account growth plans to implement partnerships

• Identifies and develops opportunities for cross-offer adoption at partner accounts, in coordination with offers and leadership
• Builds account plans to achieve short- and long-term partnership milestones; Personally leads execution of account plans
• Successfully plans business for next 5 years and scales according to plan
• Secures resources and teams from Indigo and partner side to drive implementation
• Manages partner relationships at all levels to achieve successful implementation as well as escalates any issues for resolutions

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

• Ability to coordinate complex sales strategies and tactical field approach with a diverse and remote team.
• Commercial sales skills; Ability to move beyond technical hurdles to set the stage for holistic and game-changing commercial engagement
• Confidence in personally leading customer discussions at all levels and record of building lasting relationships
• Strong business development acumen, ability to identify or create key deal terms and levers to secure win-win
• Ability to translate own knowledge of grower segments and needs to design a go-to-market strategy that effectively manages partner delivery expectations (e.g. optimal push & pull mix)
• Effective project management credentials and hands-on experience in leading internal and external teams
• Thrives in a fast-paced environment, can-do problem-solver with demonstrated ability to energize and motivate the teams
• Self-starter operating in isolated way in country, but keeping clear linkage back to Indigo Basel, aligned to offer strategy

Key Qualifications

• 10+ years progressive commercial experience in an agribusiness in France with extensive and well-maintained relationships with key value chain players
• Demonstrated record of setting up and/or transforming relationships with major market players
• Skilled at navigating technical engagements with partners’ teams.
• Proven successful record of launching new segments/other significant launches in the ag-input sector strongly preferred
• Effective in oscillating from strategy to tactics with high level of pragmatism and get-it-done attitude
• Excellent command of English and French; other European languages are a plus
• Readiness to travel extensively within the country

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.