Sr Account Exec/Relationship Mgr: Food & Beverage Sector
Sales | New York, NY | Full Time
Gro Intelligence is tackling two of the biggest problems facing the world today: food security and climate change. We understand and quantify the complex interplay between food, weather, trade, agriculture, and macroeconomic conditions in a world upended by climate change, a growing population, and more. The team at Gro has built a platform that allows businesses, non-profits, and governments to better plan for and adapt to these changes. With offices in both Nairobi and New York, Gro has the financial backing of prominent investors such as TPG Growth, Intel Capital, Data Collective, and GGV. Gro is a diverse, intellectually curious team of technologists, scientists, and business professionals united by a shared commitment to build AI that addresses agriculture, food, and our climate on the most fundamental level.
Gro Intelligence is looking for a Senior Account Executive (AE) / Relationship Manager to focus on building, growing, and nurturing Executive Office relationships in the Food & Beverage industry, which is broadly defined as the companies involved in processing raw food materials, packaging and distributing them. These businesses are often part of larger corporate conglomerates.
As a Gro Senior Account Executive, you will work with senior leadership at corporations in your sector to maximize the applicability of Gro’s Platform with those companies’ strategic visions and goals. Specifically, you will uncover business needs, challenges, and key decisions that companies are facing, and where the right use of Gro’s Platform can provide value-added results.
This role is ideal for a seasoned candidate with senior management or senior operational experience in the Food & Beverage industry or a senior-level coverage officer or research analyst at an Investment Bank or Consulting Firm. The candidate should be seeking to continue to focus on providing valuable insights and solutions for senior corporate executives, while benefiting from a new setting – a fast-growing, unique, mission-based, AI-powered insights company with a culture built on diversity.
Senior Account Executives will each cover one of the main sectors of Gro’s key clients. The Senior Account Executives will be supported by a robust sales organization comprised of Account Development Representatives, and Sales Development Representatives, as well as a Marketing team.
Account Development Representatives will work with Senior AEs on top accounts to help create, pitch and execute enterprise level use cases, as well as drive engagement at the business unit level, selling and executing small-to-medium sized use cases.
Sales Development Representatives will support the sales team with responsibilities such as preparing research on companies, creating pitch materials, and helping executing use cases.
Develop a solid and trusting relationship between senior corporate management and Gro
Drive revenue by expanding existing relationships, and bringing in new clients
Identify key contacts at potential client companies to establish and foster relationships
Work in all aspects of the sales cycle: researching, outreach, qualification, presenting, and closing the business
Develop a complete understanding of key account needs, and design and pitch use cases that meet those needs
Manage communications between clients and internal teams, especially Customer Success
Negotiate contracts with clients and establish a timeline of performance
Set revenue targets and develop and execute a strategy to meet them, including up-selling and cross-selling
Work with Product Development team to provide customer feedback and enable them to design features and products that fit the needs of our clients
Maintain extensive knowledge of our products/applications and how they serve our clients’ needs, including features, advantages, benefits and key examples of usage
Attend events and conferences to meet prospects, gain market information on trends and competitors
Strive to continuously improve your sales process and demonstrate a willingness to learn and implement best practices
Continually work to implement Gro’s corporate culture throughout the organization and in the marketplace
Share best practices with other Senior Account Executives
Resolve any customer complaints promptly and professionally
Bring existing Executive Office relationships at Food & Beverage corporates to Gro
6+ years working in current role with Food & Beverage companies
Ability to build, foster, and maintain positive, long-term senior professional relationships
Strong communication and interpersonal skills – written and verbal
A thirst for knowledge and growth in a startup environment
Understanding of key drivers/SWOT of corporations operating in the Food & Beverage industry
Understanding of KPIs of various departments within Food & Beverage companies
Strategic thinker and ability to analyze and solve problems quickly
Goal-oriented, organized, respectful, team player
Self-motivated and self-directed
Strong negotiation skills, with ability to follow through on client contracts
Proven track record of delivering client solutions
Gro was founded in 2014 and currently has offices in Nairobi and New York City. The company was built on diversity and the knowledge that artificial intelligence is only as good as the human intelligence behind it. Gro’s team represents the world it is modeling. At the company, we speak more than 27 languages and we comprise a wide range of experts, from agronomists and crop scientists, to mathematicians, engineers, data scientists, market research analysts, designers, historians, and philosophers. Our culture fosters collaboration between people of extremely different backgrounds that allows us to accomplish things that would otherwise seem impossible.
Gro Intelligence is proud to be an equal opportunity employer and will consider all qualified applicants regardless of color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or family status, disability, gender identity or expression, veteran status, actual or presumed belonging to an ethnic group, or any other legally protected status. If you have a disability or special need that requires accommodation, please let us know.