Job summaryresponsible for driving sustainable profitable sales and market share growth by identifying 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 on-\ -going projects; monitormarket development in terms of competitors, products, and trends; partner with operation team to ensure customer satisfaction in terms of service, quality, and supply.responsibilitiesunderstand specific market and customer ecosystem including activities, strategies, brands, markets, consumers via different sourcesdevelop multi-level cross-functional customer relationships with key customer decision makers/influencerscontribute/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 needsunderstand customer regulatory requirements/changes and update data to gra and input to project management systemdemonstrate iff culture principles and live our valuesinfluencing stakeholders to align on shared objectiveslead projects through effective communication, and collaboration with key external and internal stakeholders (ci/marketing/creative teams/formulation etc.)develop commercial strategy for allocated customer portfoliobuild and execute account plans successfullyresponsible 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 planeffectively communicate the account plans with stakeholders including internal and external team membersreview/update the progress of account plans versus kpi targetsensure accurate monthly sales forecast to allow for effective operations planning and financial analysisconduct retrospective reviews on projects wins and lossesprepare presentation materials and staging submissions with stakeholders that maximizes iff commercial advantage and resourcesdefend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunitiesmonitor & provide account sales performance (monthly / quarterly / annually) and provide strategic project updates to managerimplement price increase in line with country/region strategylead internal and external teams to win projectsrequirementsexperienceapproximately 3-5 years of experience in technical sales in food industry, preferable dairystrong track record at a similar level with a passion to succeed in commercial roleskillscustomer centric with b2b management experienceanalytical 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 thinkingproject management with effective collaboration and orchestration skillsstrong communication, presentation, storytelling, and negotiation skillseffective business english with an integral mindset and ability to work with different culturesdigital savvy with an ability to leverage online resourcesability to gather and leverage competitive market intelligencetraining / certificationsessential: bachelor's degree in food science or food, industrial, or chemical engineeringpreferred: concentration in business, marketing, food, dairywe value the diverse mosaic of ethnicity, national origin, race, age, sex, veteran status, religion, gender identity or expression, sexual orientation, and disability, and strive for an inclusive workplace that allows each of our colleagues to bring their authentic self to work.
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