Regional Channel Manager

Indigo is a company dedicated to harnessing nature to help farmers sustainably feed the planet. With a vision of creating a world where farming is an economically desirable and accessible profession, Indigo works alongside its growers to apply natural approaches, conserve resources for future generations, and grow healthy food for all. Utilizing beneficial plant microbes to improve crop health and productivity, Indigo’s portfolio is focused on cotton, wheat, barley, corn, soybeans, and rice. The company, founded by Flagship Pioneering, is headquartered in Boston, MA, with additional offices in Memphis, TN, Research Triangle Park, NC, Sydney, Australia, Buenos Aires, Argentina, and São Paulo, Brazil.  www.indigoag.com

The role of the Regional Channel Manager (RCM) will be to create, build and maintain close relationships with current and prospective channel partners that deliver value to both the channel partners and their growers. This role extends far beyond a traditional sales position and will require the candidate to demonstrate strong business acumen, deep understanding of the Ag industry, and exceptional social intelligence. The RCM will need to intimately understand Indigo’s commercial offerings, articulate the benefits of Indigo’s products / offerings and effectively communicate how Indigo compliments the channel partner’s core business. Once the relationship has been established, RCMs will devote their efforts to delighting the channel partner with deep knowledge of the channel partner’s core business, farm operations, and the Agriculture industry, resulting in exceptional customer service to build long-lasting partnerships. The RCM will ensure value delivery by working closely with experienced Indigo Account Managers and Agronomists, as local resources; thus, ensuring channel partner’s growers experience exceptional customer service and success through maximizing farm profitability.

 

Outcomes & Responsibilities:

  • Build relationships with Channel partners
  • Generate grower MQL’s from relationships with Channel partners
  • Create regional channel plan that aligns with regional business plans for channel partners and sales goals
  • Develop a plan for each Account Manager prior to Indigo’s campaign launch
  • Support sales team at regional trade shows with introduction to potential customers and channel partners at show, and track in Salesforce

 

Competencies: 

  • General knowledge of the channels identified, specifically;
    • Ag Lending, Crop Insurance, Grain Marketing Advisors, Farm Management
  • Ability to clearly communicate:
    • Indigo offers to growers
    • Value proposition to working with Indigo as channel partners and how it fits the channel partner’s core business
  • Develop new and maintain existing relationships
  • Sales driven and independently motivated with a hunger mentality; cold calling expert
  • Works well in team environment
  • Skilled at articulating financial benefits and advantages of Indigo value proposition through outstanding presentation and communication skills
  • Customer service oriented with keen sense of relationship development

 

Qualifications:

  • Bachelor’s degree preferred
  • Previous sales or business development experience in Ag Lending, Crop Insurance, or Grain Marketing for at least 6-10 years
  • Willing to travel 75% of the time
  • Existing agricultural industry channel relationships would be a major benefit
  • Must live in the geography/region
  • Experience with Salesforce or similar cloud-based CRM

 


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