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Eastern Merchandising Leader

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Job ID SAR00468 Date posted 09/01/2020 Location : Sarnia, Canada

Cargill’s Agricultural Supply Chain – North America (CASC NA) connects agricultural producers to food, feed and industrial customers through a seamless supply chain. We help our customers compete in the global market and efficiently deliver products from origins to destinations through our marketing, sourcing, originating, storing, trading, consulting and processing of grain, oilseeds and crop inputs products and solutions.  CASC NA business reaches across Canada, United States & Mexico with an expansive asset footprint including over 200 grain elevators, export/import facilities, oilseed crush plants, biodiesel facilities, and farm service centers.

As the Eastern Merchandising Leader you will be responsible for the overall commercial profitability of CASCNA’s grain terminal in Sarnia, Ontario. In this role you will work closely with the Sarnia operations team to achieve annual volume and margin objectives.  You will collaborate with the Central Merchandising Team in Winnipeg and the US Product Line tags to develop and execute grain origination and marketing plans through the Sarnia terminal. You will also be responsible for managing the grain sales team in Sarnia and growing the direct origination program into the terminal. You will  represent Cargill grain at Eastern regional industry events and will serve as the market intelligence lead for Eastern Canadian grain activity.  As the Leader you will monitor the regional landscape, track production/quality evolution, and anticipate farmer selling habits.  You will develop and improve on processes to maximize revenues; this will include but is not limited to maximizing blending opportunities as well as asset maximization throughout the year. In collaboration with the central merchandising and logistics teams, you will be accountable for grain origination movement plans and adjust those plans to market conditions and needs.

Location:  Sarnia, ON

Principle Accountabilities:

30% Accountable for the Sarnia grain P&L and leading grain merchandising activity in Ontario.  This includes regional gross margin performance across soft wheat, soybeans, and corn.  Work in close coordination with central merchandising desks to establish bids by commodity.  Serve as primary contact with eastern trading groups, local cooperatives, regional customers, and export corn marketing counterparts.  Lead grain positioning and space utilization in Sarnia and Baie Comeau.  Collaborate with logistics desk to optimize freight movement.  Champion mix and blend opportunities into the terminal. 

30% Direct Sarnia origination game plans and drive local origination team to execute.  Lead commercial strategy to increase direct grain origination into the Sarnia terminal.  Work with local sales team to establish bid tolerance by commodity.  Coordinate with central merchandising teams to understand gross margin opportunities across Canada and how best to leverage Sarnia opportunities as a result.  Ensure proper contract oversight and accountability.  

20% Lead market analysis for the region.  Evaluate and monitor Ontario’s market conditions, cropping and production biases and initiate appropriate action.  Monitor and anticipate farmer selling patterns and identify origination triggers.  Understand and communicate competitive bid structures within the region and how best to leverage from a positioning perspective.

20% Manage and develop grain sales representatives for the Sarnia terminal.  Provide clear communication of development goals and objectives.  Collaborate with the National Sales Leader to ensure proper metrics are in place to drive a high performing sales team.  Strive to create differentiated value with our grower customers through the positioning of Cargill’s grain marketing products and alternatives.

Required Qualifications:
  • Bachelor’s degree in agriculture or business or equivalent experience
  • 5+ years of grain merchandising or equivalent experience  
  • Proven ability to establish strategy and achieve goals        
  • Excellent communication, team building and organizational skills
  • Proven ability in continuous improvement, planning, decision making and problem solving
  • Solid quantitative analytical skills, ability to identify trends and patterns in commercial realm
  • Understanding of Canadian grain industry and transportation
  • Working knowledge of grain futures 
  • Ability to travel and spend periods of time away from the office 
  • Knowledge of markets and experience in a trading environment
  • Must be legally entitled to work for Cargill in Canada
Preferred Qualifications:
  • General knowledge of production agriculture
  • Basic understanding of production, grain flows, freight rates, domestic and export demand within geography 
  • Good working knowledge with multiple Cargill applications (AgroSoft, Salesforce, etc.) 
  • Training or experience in leading the development and implementation of new work processes
  • Understanding of farm customer needs and buying behavior
  • Previous experience leading or managing people.
  • Solid computer skills and ability to manage large amounts of information using Excel and other databases

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