Local Account Manager, Carbon at Indigo

Indiana - remote

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We’re an international AgTech startup pioneering an ambitious mission in a high-growth industry where agriculture meets technology to solve our toughest climate and economic challenges. Through the use of data-driven insights, natural microbiology, and innovative digital technologies, Indigo is partnering across the supply chain, ultimately cultivating a scalable climate solution and enhanced partner ecosystem that beneficially serves farmers, consumers, and the planet alike. 

Our mission is unique, and therefore our teams are too: from multigenerational farming gurus who understand the land as though it were an extension of themselves, to cutting-edge techies on the frontier of innovation, our teams are a reflection of the range of the stakeholders we serve: the Earth, the Farmer, and the Consumer. 

Indigo Local Account Managers of Carbon are the primary sales and account management touchpoint for our growers in both the direct to grower and select channel partner routes to market. They represent Carbon by Indigo and are well versed in all sustainability value propositions. Local Account Managers of Carbon execute with the clear objectives of supporting the grower in business decisions to help improve profitability on their farm through the enrollment in Carbon by Indigo, as well as supporting partner sales teams in their sales process to growers. Customer experience is core to the success of these team members in a quest to develop a thriving local ecosystem of carbon farming and sustainable endeavors that benefit growers, partners and the environment.

The role of the Local Account Manager is to build and maintain local relationships with Indigo’s prioritized growers and select partners within the sales territory. This role extends far beyond a traditional sales position and will require the candidate to demonstrate strong business acumen, understanding of ag business, and exceptional emotional intelligence. The Local Account Manager will need to intimately understand Indigo’s commercial offerings, articulate the benefits of Indigo’s solutions, close the sale with new growers and scale industry partnerships. Once the relationship has been established, Local Account Managers will devote their efforts to enable effective handoffs to help customers throughout the carbon post sale journey. The Local Account Manager will partner with experienced Technical Carbon Agronomists to enable grower success by maximizing farm profitability through implementing strategic practice changes that sequester carbon.

Responsibilities:

Lead a Channel Partner Sales route to market for a defined set of channel partners within your region

  • Build deep relationships with Carbon partners at the local level that compliment the Carbon Key Account Managers (KAM) goals at the enterprise level
  • Coach partner sales team to enhance selling activity, differentiate competitive offerings, and build relationships
    • Serve as a virtual & in-person coach and SME to model effective sales enablement to recently onboarded partners
    • Serve as a role model, teacher, and coach to Partner Sales Associates
  • Create & communicate relevant information around enrollment and additionality that matches the partners grower segmentation and seasonal opportunities (i.e., prevent plant, NRCS programming)
  • Help partners hit their KPI and carbon targets with customized strategies and prospecting
  • Support Partners at grower events, field days, and webinars

Be the Leader and Advocate in the region for Indigo's Partners

  • Primary contact at local partner level, working innovatively in the territory to attain increased levels of Carbon by Indigo enrollment via the Channel Partners
  • Cultivates relationships with key influencers in the territory, such as private consultants, key retail personnel and others in leadership/influential positions in the territory
  • Actively gather and communicate marketing trends, retail account needs, and product/service improvements
  • Serve as the voice of the customer – communicating regional Partner feedback to the Carbon KAM

Lead Direct-to-Grower Sales

  • As part of your Grower direct route to market you will serve as the hunter for new acre enrollments in the Carbon by Indigo program
  • Territory Planning
    • Develop strategic plans to achieve territory goals & scale partner relationships and grower enrollments
    • Sourcing, qualify and initiate contact with key growers in a local territory
  • Presentation
    • Accurately and compellingly present the Carbon by Indigo program & it’s benefits to each qualified grower
    • Ability to articulate value proposition of Carbon by Indigo to a grower’s unique situation
  • Closing
    • Be persistent in ensuring growers enroll in Carbon by Indigo program
    • Educate/enable grower to map fields
    • Go through eligibility check & enroll and/or be able to source field maps
    • Have strong Carbon program acumen & execution of mapping fields
    • Hits KPIs and carbon targets with customized strategies and prospecting
    • Support grower field events and webinars

Account Management through the enrollment process

  • Maintain good contact with key growers and other key Indigo teammates to ensure successful Carbon customer enrollment
  • Be a conduit for the grower to the Indigo organization

 

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

 Competencies:

  • Can breakdown complex new products to effectively influence stakeholders
  • Understands the customer’s needs that cultivates trust & lasting relationships
  • Strong business sense and understanding of economics especially as it relates to agriculture  
  • Shows optimism and an ability to recover from setbacks and keeps going despite adversity
  • Exhibits an ability to adopt change willingly and adjust to changing expectations
  • Shows a desire to improve abilities and a need to master difficult tasks for growth
  • Accountability for your actions that shows initiative and brings about positive results
  • Excellent communication skills
  • Able to utilize new technologies and tools to provide data-driven information to growers
  • Thrives in a fast-paced environment
  • Demonstrated ability to manage cross-functional internal relationships and handoffs
  • Ability to leverage shared successes to elevate the broader team’s performance

 Qualifications:

  • 3+ years of a demonstrated track record of high sales performance in the ag space, i.e., inputs, biologicals, etc. 
  • Experience working directly with farmers
  • An existing book of business/relationships with retailers, large growers/landowners, industry influencers, or other channel partners is a plus
  • Passion for hunting new accounts and developing industry relationships
  • Comfortable with technology and agriculture management software
  • Experience using sales support CRM, such as Salesforce or Salesloft
  • Proven ability to meet/exceed sales targets in the ag industry
  • Demonstrated adaptability in sales skills, processes and approaches
  • Based remotely, ability and willingness to travel up to 80% in assigned territory

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.

 

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