Senior Account Manager Dairy Biosciences
hace 3 semanas
Responsible for driving sustainable profitable sales and market share growth by identifying the customer needs and opportunities, establishing solid customer relationships, leading, coordinating and reporting IFF activities and promoting relevant solutions aligned with corporate strategy. For a defined territory, category, coordinated or global account:
- Ensure financial targets are met and business performance is constantly monitored and reported;
- Develop and maintain sustainable relationships with internal and external customers;
- Prepare account plan and report relevant market information;
- Collaborate with internal departments to explore innovations and new concepts related to customers’ products and ongoing projects;
- Monitor market development in terms of competitors, products, and trends;
- Partner with operation team to ensure customer satisfaction in terms of service, quality, and supply.
- Understand specific market and customer ecosystem including activities, strategies, brands, markets, consumers via different sources;
- Develop multi-level cross-functional customer relationships with key customer decision makers/influencers;
- Contribute/lead commercial negotiation (e.g., core listing, annual pricing, payment terms, rebates/cost savings agreements, supply contracts);
- Maximize potential advantage to IFF while delivering optimal solutions to customer (GP improvement, catalogue optimization, complexity reduction, etc.);
- Ensure customer supply chain requirements, processes and KPIs are well communicated to IFF Operations to ensure we meet customer needs;
- Understand customer regulatory requirements/changes and update data to GRA and input to project management system;
- Demonstrate IFF Culture Principles and live our values;
- Influencing stakeholders to align on shared objectives;
- Lead projects through effective communication, and collaboration with key external and internal stakeholders (CI/Marketing/Creative Teams/formulation etc.);
- Develop commercial strategy for allocated customer portfolio;
- Build and execute account plans successfully;
- Responsible for setting clear commercial targets (Sales/GP/New Win/Grow Market share) with the manager / Achieve new wins / grow market / market share aligned with account strategic plan;
- Effectively communicate the account plans with stakeholders including internal and external team members;
- Review/update the progress of account plans versus KPI targets;
- Ensure accurate monthly sales forecast to allow for effective operations planning and financial analysis;
- Conduct retrospective reviews on projects wins and losses;
- Prepare presentation materials and staging submissions with stakeholders that maximize IFF commercial advantage and resources;
- Defend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunities;
- Monitor & Provide Account sales performance (monthly / quarterly / annually) and provide strategic project updates to Manager;
- Implement price increase in line with country/region strategy;
- Lead internal and external teams to win projects.
- Approximately 3-5 years of experience in technical sales in food industry, preferable dairy;
- Strong track record at a similar level with a passion to succeed in commercial role.
- Customer centric with B2B management experience;
- Analytical with the ability to deal with financial concepts/processes (pricing/margin/forecasting);
- Strong interests in product development, consumers, and market understanding (Marketing/R&D/CI);
- Creative and innovative thinking;
- Project management with effective collaboration and orchestration skills;
- Strong communication, presentation, storytelling, and negotiation skills;
- Effective business English with a global mindset and ability to work with different cultures;
- Digital savvy with an ability to leverage online resources;
- Ability to gather and leverage competitive market intelligence.
- Essential: Bachelor’s degree in Food Science or Food, Industrial, or Chemical Engineering;
- Preferred: Concentration in Business, Marketing, Food, Dairy.
We are a global leader in taste, scent, and nutrition, offering our customers a broader range of natural solutions and accelerating our growth strategy. At IFF, we believe that your uniqueness unleashes our potential. We value the diverse mosaic of ethnicity, national origin, race, age, sex, or veteran status. We strive for an inclusive workplace that allows each of our colleagues to bring their authentic self to work regardless of their religion, gender identity & expression, sexual orientation, or disability.
Visit IFF.com/careers/workplace-diversity-and-inclusion to learn more.
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