Primary/Secondary Account Manager - Canada

Overview ...

Purpose: 

JBT Corporation (JBT) is a global technology solutions provider to the food processing industry with ~$1.3B in annual revenue.  The Protein North America Business Unit, with annual revenue of ~$400M is part of the Protein group within the FoodTech segment of JBT.

The Primary/Secondary Account Manager – Works under supervision of the VP of Sales & Marketing to support the Primary/Secondary Customer Account Management strategy within Protein North America. The role is established to create an organic growth path with customers that normally fall inside of the JBT focus area. The Account manager is to create solid relationships of existing and new JBT food processing customers in the designated region and be accountable for increasing market share and overall sales to those customers.  Serve as the primary customer contact for New Equipment sales and support the Customer Care team and be accountable for customer satisfaction as it relates to both New equipment and Aftermarket sales.  Fully employ JBT technical resources (personnel and facilities) to provide productivity solutions to assigned customers.  Responsible for attending major industry trade shows and setting up customer events.

The territory consists of:

All Canada

Primary Processing:

All CAT equipment

All Prime equipment

Secondary:

All X-ray inspection

All Injection and marination equipment

All portion and slicing with exception of

All Grinding and mixing equipment

The Opportunity ...

Essential Duties and Percent of Time Spent:

Manage JBT product portfolio with FP customers and be accountable for increasing market share and overall sales to those customers.

-     Use Salesforce to accurately forecast sales revenue for assigned accounts and territories.

-     Maintain and reference a sales prospect list with project leads.

-    Travel to assigned customers and throughout assigned territory to call on prospects.  Willingness to travel 60-70% of time including some weekends.

-        Effectively use phone and email to communicate with customers and management.

-     Demonstrate product value using marketing materials and sales tools to emphasize the features and payback of JBT and its product portfolio.

-     Manage the customer’s perception of JBT as the premier food processing solutions provider in the industry.

60%

Develop strategies and implement plans to maximize the profitability of JBT customers.

-     Create a territorial plan for assigned territory and any assigned strategic customers.  Update plan quarterly to ensure adequate technical and management resources.

-        Drive growth and expand JBT product mix to existing customers.

-        Effectively negotiate and minimize order discounting to customers.

10%

Be accountable for JBT customer satisfaction as it relates to New Equipment and assisting Customer Care.

-        Stay aware and influence the effects of the JBT Customer Care sales group as they relate to assigned customer’s experience.

-        Continuously communicate with field service to understand operational issues that may affect new equipment sales.  Work with field service to resolve those issues in a timely fashion.

15%

Fully employ JBT technical resources (personnel and facilities) to provide productivity solutions to assigned customers.

-     Drive New Equipment sales by accompanying assigned customers to Sandusky, OH Technology Center for product testing, to demonstrate yield improvement, operational savings, and hygiene benefits of JBT equipment

-     Identify revenue generating opportunities to deploy training, field service and application services to improve customer’s operational efficiencies.

10%

Continue personal skills development.

-     Continuously assess personal skills and abilities in a constructive way.  Determine what areas of training will facilitate accomplishment of essential duties and responsibilities.

5%

Why work at JBT ...

Must indicate demonstrated effectiveness in: 

• Influencing others through facilitation and leadership techniques.
• Managing multiple and shifting priorities under critical time constraints across a diverse group of people.
• Strong oral and written communication skills with all levels of employees.
• CRM experience, Salesforce.com preferred
• Collecting and analyzing appropriate data to determine strength of opportunities and best use of resources