Assaf Sheleg, Account Sales Manager from Ein Hahoresh, Israel, has worked for Greif for nine years and services more than 100 customer accounts spanning the industries of agrochemical, pharma, food, edible oils, citrus inks, and more. One of the accounts is ADAMA, the largest account for Greif Israel. ADAMA is an agrochemical company with three plants in Israel and operations in dozens of countries as a leader in crop protection. They provide global farmers with practical solutions to combat weeds, insects, and disease and help them provide quality, innovative, and sustainable products to their customers.
Assaf explains, “ADAMA is a complex account to manage. In Israel alone, they purchase more than 80 different products including plastic bottles, plastic containers ranging from 5/10/20/60 liters, monolayers, and coax. We also sell a variety of plastic, steel, and fibre drums in a variety of sizes, and several types of IBCs.”
Assaf equates the management of a large, complex customer account to a marriage. “We listen a lot, we make concessions, we disagree, but we also recognize we are partners and have the same goals in mind, and we need to support each other.”
Assaf ensures the guidelines below are followed with every account in order to deliver legendary customer service:
1. Each team member plays a critical role in the process of serving the customer
- An experienced and dedicated team will quickly bring resolutions to any problem.
- Team efforts enable the growth of strong relationships with valued customers.
2. Approach tough competition by understanding the customer’s business better than the competition.
- Stay in daily contact so we can act quickly.
- Ask a lot of questions and listen to their answers.
- Understand what the customer needs, not just their projections and forecasts, but what they need now.
3. Market forecasting and fierce price and volume negotiations are challenging struggles.
- Price negotiations can take a long time and require patience. Stay on top of every change, whether raw material or inflation.
Every bid must be carefully reviewed.
Thank you Assaf for showing us what it means to #BeLegendary and create a lasting legacy.
