Job summaryare you passionate in developing and growing sales portfolio for industry leading customers?
do you aspire to be part of the team that drives big wins for a global organization?
iff is the global leader to supply food ingredients and flavors and we are constantly looking for new challenges—and developing new-to-world solutions that answer them.
we are now looking for a dynamic individual to join our mexico and central america commercial team as an senior account manager.
responsibilities/description
- 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
- acts as the main customer point of contact in all matters
- demonstrate iff culture principles and live our values
- manage and/or mentor junior team members/peers, and onboard and coach new team members
- influencing stakeholders to align on shared objectives
- lead projects through effective communication, and collaboration with key external and internal stakeholders
- ensure objectives are aligned to the business and personal development plans are in place
- proactively solicit and give feedback to nurture high performing teams
- demonstrate leadership courage by challenging the status quo and holding self and others accountable to always doing the right things
- 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
- define and suggest the required account resources, investment, and relevant service model to support the account
- 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
- review brief and ensure all objectives and parameters are clear
- influence customer brief definition to iff's advantage
- organize a formal commercial kick off with relevant stakeholders and finalize action plan, objectives & timelines with clear deliverables and key milestones and update project management system
- liaise with global/regional/category stakeholders on overall plan, strategy, and deliverables
- evaluate and decide on final submissions with flavors design group and creative teams
- effectively promote the most appropriate iff product solutions / portfolio aligned with the brief
- generate proposal/price aligned with category margin guidelines or pricing officer
- prepare presentation materials and staging submissions with stakeholders that maximizes iff commercial advantage and resources
- monitor and ensure cost-to-serve of projects adhere to guidelines
- communicate project results and conduct retrospective reviews on projects wins and losses
- update project management system and issue adoption report in a timely manner
- manage volumes/timing expectations and liaise with operations to ensure supply chain readiness
- defend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunities
- accurately forecast and update sales forecast tool to capture performance vs budget, business risk & opportunities, new wins
- monitor & provide regional 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
- able to work under pressure
*requirements*:
*experience*:
- approximately 5-10 years of experience in sales, sales service, product development, or marketing preferably flavors, chemical or ingredients industries
- strong track record at a similar level with a passion to succeed in commercial
*skills*:
- 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.
- flavors knowledge or experience skills in beverages,