Senior Scientist CD&D Growth - Decatur, IL

Job Description

Senior Scientist CD&D, Growth – Strategic Customers 

Overview:
Managing the technical intersections – Ensuring that ADM is proactively working to identify and engage where our customer’s needs and priorities intersect with ADM’s capabilities

• Strengthen our technical alignment with/and coordination across regions and businesses to protect and grow ADM’s position with Strategic Customer’s (inside ADM and within our customer organization)
  • Serve as Project Manager for special projects to support Enterprise customers
  • Key role in developing and leading education & training program for Global CD&D Teams & Enterprise Customers
• Increase the awareness of ADM’s offerings and capabilities inside the customer organization within the technical community
  • Play a critical role utilizing ADM’s consumer focused marketing driven Insights to Launch process to inspire innovation
  • Provide insights to improve upon the 1ADM Insights to Launch global platform
• Expand ADM’s knowledge of the customer priorities, technical stakeholder network within customer organization and the pipeline opportunities that ADM is engaged in
  • Engage with Enterprise, CD&D and R&D leaders to generate monthly and quarterly messaging on global insights and customer pipeline
  • Play a key role in Enterprise account development plan & execution

Qualifications:

• B.S in Food Science or comparable
• 10 years of experience in ingredient and application support/development (areas could include: food, beverage, pet and/or animal)
• Marketing and sales experience is a strong plus
• Strong communication skills
• Strategic thinker and history of positive implementation
• Able to navigate in matrix organization
• The desire to drive change
• Willing to travel internationally (25 plus %)

Job Profile:
Protect the core

• Play a key role in defending our position, insulating our business and driving enterprise experiences that secure ADM’s competitive advantage
• Review current business and understand strategy for maintaining
  • Be part of the team that creates and develops account development plans
• Active participant to identify additional ways of maintaining and potential to expand
  • Execute plan of defend/expand to other customers - case studies

Deliver New Wins

• Participate in ways of working to deliver upon new wins
  • Provide guidance on how to listen differently to customer asks and align with ADM strategy – be the customer voice
  • Provide insight into ADM support
    • Execute upon where we excel
    • Provide insight in areas of improvement

Pipeline Health – Quality and Quantity

• Grow the pipeline – number of projects
  • Utilize Salesforce to engage strategic customer support teams
  • Showcase ADM’s ways of working with use of Salesforce during customer engagements – be the global connect for our customers
  • Gather insight into customer projects/inquires not within current ADM scope and expose to proper teams
• Grow the pipeline – value of projects
  • Identify ways to showcase our best-in-class talents/support to drive value
• Increase the quality of pipeline by driving meaning engagements
  • Identify intersections where our customer needs/priorities intersect with ADM capabilities
  • Promote technical collisions across the enterprise that align our best-in-class customer facing solutions 
  • Challenge traditional ways of communication with implementation of customer champions, post-mortems, monthly connects, etc.

 

Execution – increase the win rate

• Expose our wins and losses
  • Celebrate our wins
  • Discuss the need for improvement
  • Understand why doors have been closed
    • Discuss these opportunities across BU’s

Open new technical doors with ADM’s customer
Plan, collaborate, provide a clear vision, be patient and flexible, listen and learn

• Across levels, functions and regions
  • Strengthen current customer relationships
  • Expand our technical network within our customers organizations
  • Improve the quality of technical collaboration
  • Increase our frequency of how and when we engage
• Grow list of engagements
  • Expand our knowledge of the customer to engage differently
  • Prioritize customer needs
• Grounding of customer ask
  • Help drive meaningful engagements

Expose our new technologies

• Identify areas of collabora