Indigo improves grower profitability, environmental sustainability, and consumer health through the use of natural microbiology and digital technologies. Utilizing beneficial plant microbes and agronomic insights, Indigo works with growers to sustainably produce high quality harvests. The company then connects growers and buyers directly to bring these harvests to market. Working across the supply chain, Indigo is forwarding its mission of harnessing nature to help farmers sustainably feed the planet. The company is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Buenos Aires, Argentina, and São Paulo, Brazil.

The GMA Account Manager works with Indigo’s Grain Marketing Advisor (GMA) partners to identify and execute better grain marketing decisions through Indigo’s Grain Marketplace. The AM is responsible for understanding the GMA’s business objectives and how Indigo can create value through our partnership. The AM needs to possess a combination of general business acumen, salesmanship, curiosity and urgency, plus strong planning and organizational skills, to lead a cross-functional account team to drive growth across a range of GMA partners.

Outcomes:

• Strategically Partner with assigned accounts to build their businesses
• Conduct discovery to understand how Indigo can create value for its GMA partners
• Lead the development of a detailed plan/strategy to document how Indigo will support the account
• Achieve customer transaction and non-transaction SIP targets set on a quarterly basis
• Support the documentation of a GMA’s order flow and 12-month grain marketing plan
• Develop and nurture relationships with leadership as well as Indigo “champions”
• Understand objections and where there are blockers/detractors; create a plan to mitigate them
• Be seen as a trusted partner who can help a GMA leverage its relationship with Indigo to create value for its business and its farmers
• Spearhead customers escalations/issues and drive them to an expeditious resolution
• Lead contract renewals and negotiate new agreements that will benefit both parties
• Quarterback opportunities for GMAs to benefit from new Indigo offerings
• Provide “white glove” service at all times
• Be a leader in the Indigo org and among partners

Attributes and Competencies:

• Ability to understand grain marketing tools and strategies to have deep conversations with GMAs
• Strong problem-solving and communications skills
  • Able to clearly articulate thoughts
  • Strong EQ skills
  • Extremely proactive
• Can build and maintain relationships with GMAs and expertly handle objections or roadblocks
• Work across the organization to leverage expertise to support GMAs
• Sales-oriented; able to follow and contribute to sales processes to generate transactions
• Able to articulate the value of risk management and grain marketing pricing tools
• Comfortable with software tools as part of everyday job
• Available 24/7 to support customers after hours to resolve time-sensitive matters
• Aggressively wants to win, has a vision, sees how we could trade $100B through Marketplace
• Sees the opportunity to change the world and create the platform of the future with this business

Experience:

• Minimum of 5 to 10 years working with strategic/complex accounts or consulting experience
  • B2B sales, key account management 
  • Consistent success achieving quarterly and annual targets in a fast-growing business
• Strong consultative sales background required
• Ability to travel 50%
• Understand farming as a business - from inputs to banker/insurance thru pricing decisions & expansion (land & people), a huge plus
• Proof of prior success driving growth and convincing partners to adopt new approaches/technologies

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.