Strategic Account Executive

Position Overview

The Strategic Account Executive is responsible for developing, managing, and growing relationships with assigned strategic distribution partners across the United States. This role serves as the primary commercial lead for key accounts, driving revenue growth, profitability, market share expansion, and long-term customer value through effective account planning, business development, and cross-functional collaboration.

The successful candidate will combine strong commercial acumen, customer relationship management expertise, and strategic thinking to develop and execute customer business plans that align partner objectives with company priorities.

Key Responsibilities

• Serve as the "Voice of FMC" with customers, driving strategic conversations regarding innovation, portfolio, positioning, markets to build and maintain strong customer relationships.
• Lead and execute annual and multi-year joint business planning activities that drive KPIs, such as profitability, inventory, sell through, forecast quality and customer economics, to support mutual value creation.
• Maintain accurate forecasting and performance tracking to effectively communicate progress against KPIs.
• Represent the voice of the customer within the organization and monitor competitive landscape, delivering insights to internal partners.
• Identify and capitalize on new business opportunities as a strategic partner through segmentation, targeting, portfolio positioning, and value-based selling.
• Develop an end-to-end sales strategy that achieves revenue, forecast/volume, profitability, and market share objectives for Strategic Accounts and Field Sales.
• Drive negotiations with strategic accounts, balancing customer needs, business objectives, profitability, risk, and long-term partnership value.
• Partner with Marketing, Sales Excellence, and Finance to develop account-specific pricing strategies, incentive programs, rebate structures, growth programs, and value propositions.
• Support new product launches and portfolio initiatives and influence action with key accounts.
• Coordinate cross-functional activities across Sales, Marketing, Finance, Supply Chain, Customer Service, Technical Service, and Regulatory to deliver on commitments.

Education

• Bachelor's degree in Business, Agriculture, Agronomy, Marketing or related field.

Qualifications

• 10+ years of agricultural or a closely related B2B industry experience.
• 8+ years of strategic accounts, sales, or key account management experience.
• Strong understanding of agricultural distribution channels and commercial programs.
• Robust business acumen and analytical, financial, and negotiation skills.
• Demonstrated success managing complex customer relationships at a national level.
• Proven ability to deliver revenue growth, profitability improvement, market share gains, forecast accuracy, and measurable customer outcomes.
• Strong executive communication skills, with the ability to convey key risks, insights, and business proposals through compelling presentations.

Core Competencies

• Strategic Account and Customer Relationship Management
• Business Planning and Execution
• Commercial and Financial Acumen
• Negotiation and Influence
• Forecasting and Performance Management
• Cross-Functional Collaboration
• Problem Solving and Innovation

Additional information

We are committed to creating a diverse and inclusive workplace where all individuals are treated with respect and dignity. Employment decisions at FMC are based on business needs, job requirements, and individual qualifications. We value diversity and strive to ensure that our hiring and employment practices support a work environment that is free from discrimination and harassment.