Inside Sales Account Manager

hace 6 días

Ciudad de México, Ciudad de México IFF A tiempo completo
Job Description

We are seeking a highly motivated and results-driven Inside Sales Account Manager to join our team. In this role, you will be responsible for driving sustainable profitable sales and market share growth by identifying customer needs and opportunities.


Key Responsibilities:

  1. Support the development of in-depth knowledge of specific markets, customer environments, and activities, strategies, brands, markets, and consumers via all available sources.

  2. Build relationships with customer decision makers and influencers through regular meetings.

  3. Develop an understanding of customer decision-making criteria.

  4. Timely and accurately document customer visits and insights.

  5. Communicate client supply chain objectives, processes, organization, scorecards to IFF Operations.

  6. Consult with customer service on key customer supply issues and agree on communication/implementation plan with support from line management for more complex issues/solutions.

  7. Propose optimal working capital management (payment terms agreements, monthly awareness of AR status and support/intervene when required) with support from line management.

  8. In collaboration with colleagues, understand customer regulatory requirements/changes and regularly inform Global Regulatory Assurance and IC&D.

  9. Demonstrate IFF Culture Principles and Values.

  10. Collaborate with colleagues, customers, and stakeholders across functions and geographies to achieve a common goal.

  11. Build meaningful relationships and networks across the organization.

  12. Drive personal development to gain experience and competence required to independently manage accounts.

  13. Proactively solicit feedback to drive continuous development and personal growth.

  14. Identify and prospect customer opportunities and build Account Plans for allocated customer portfolio.

  15. Propose optimal sales channel and relevant service model for identified prospect/account/opportunity.

  16. Execute successfully against account plan giving early warning to any threats to deliver it.

  17. Understand assigned sales and profit margin targets.

  18. Identify and request required account resources.

  19. Qualify business opportunities with input from Innovation, Creation and Design (IC&D) and Cost to Serve guidelines with support from line manager.

  20. Promote bank/product portfolio.

  21. Provide detailed project insight (Customer/Internal perspective) to the team in order to clearly define brief parameters and capture them in Project Management system.

  22. Organize a formal commercial kick off and finalize action plan and timetable, and keep all relevant stakeholders updated.

  23. Evaluate final submissions together with other team members.

  24. Generate proposal/price with approval of reporting manager, aligned with category margin guidelines or pricing officer.

  25. Prepare and coordinate presentation materials with support from line management and/or Marketing.

  26. Define and stage a submission presentation that maximizes IFF commercial advantage and resources.

  27. Solicit and communicate customer feedback on proposal.

  28. Ensure optimal engagement of customer network/influencers with support from line management.

  29. Communicate project results and/or organize internal debrief.

  30. Coordinate win/loss analysis and share project learnings via Project Management system with support from line management.

  31. Update sales forecast tool (SFT) regularly to ensure high level of accuracy and provide manager with timely updates.

  32. Monitor account sales performance (monthly/quarterly/annually) and provide project updates to Manager.

  33. Actively contribute to winning projects.

  34. Control expenses in line with Budget.

  35. Implement price increases in line with country/regional strategies.

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