Drive profitable sales & market share growth by planning, directing & coordinating IFF activities to Unilever in EAME (Europe/Africa/Middle East and India).
The Regional Account Manager (RAM) is responsible for the strategy, business and relationship with the key account assigned to him/her, interacting at multiple levels with the Account, assuring that IFF's global and overall strategic interests with the Key Account have priority over local interests, by collaborating with IFF Regional Management across functions and geographies, coordinating a dedicated team of local professionals (Account managers) based in the client's countries, functioning as the interface and representatives between both companies.
Accountability:
Commercial:
Revenue, Pricing and Margin:
- Achievement of the annual budgeted sales revenue target plus agreed and aligned metrics, such as volume & gross profit.
- Responsible for, alignment with the IFF GKA Pricing function to create, set and control – product pricing and the consequent gross profit margins for the Unilever regional portfolio in the Region, in accordance with relevant corporate guidelines.
- Accountable to support with timely collection of all monies and / or support the GAD and IFF Credit teams in the process to obtain settlement of all overdue.
Strategy:
- Responsible for the development, maintenance, and implementation of the regional strategy playbook (used as a key input towards the global strategy playbook). The primary objective being the identification, development and execution of business opportunities that result in sustainable revenue and profit growth in support of the overall GKA and divisional business strategies.
- The Regional account strategy developed based on Account, Category and Brand potential. Regional consolidated data managed and maintained by RAM.
- Co -ordinates the communication and execution of the Account Strategy within the regional IFF organization.
- Build consensus for the commercial approach within the region to ensure proper support and commitment for the implementation of the specific targets in the countries.
- Create tactics and detailed regional plans to realize the objectives of the account strategy as agreed, securing the business opportunities and revenues identified in the strategy and brand/account plans.
- Monitors and manages detailed account plan/s to ensure successful implementation or adjustment to realize their objectives.
- Identification of opportunities / Pipeline building in alignment with annual stated IFF targets and/ or financial modelling.
Market:
- Build & maintain knowledge of customer's industry, products, and markets to target and create opportunities.
- Communicates this knowledge to the organization through the category process and management reporting.
- People:
- The RAM role has none to limited direct reports, the role manages through influence and networking and is expected to develop and maintain team relationships as appropriate.
Customer Relationships:
Responsible for positive relationship building at multiple levels with Unilever in the Region, integrating IFF regional management into those relationships as appropriate, and guides the customer relationship building of the dedicated local account managers.
Specifically, building and maintaining close relationships with key RDC (regional development centre), MET (material expertise team) and relevant GDC (global development team) stakeholders at Unilever Wageningen (The Hive), Rotterdam or Amsterdam. To a lesser degree but relevant regional UL procurement, R&D, site planners, at times S&T (science and technology)
- First point of contact for MET Flavor team. Lead is with VP UL / Spencer Kruger
- FOC (first point of contact) on new global and regional project briefs
- FOC for all global Unilever stakeholders’ requests towards EAME and ISC (India Sub-Continent)
- Leading meetings and workshops in HIVE
- Creates & directs a business environment, conducive to optimising opportunities for profitable sales and growth for IFF
- Ensures customer satisfaction in the Region/Categories by engaging all relevant company functions including Supply Chain and Operations, Customer Service, Planning, Finance, PX, IC&D, Category marketing and Research and Development
- Identifies the client's unmet needs to allow IFF process and resources to develop a winning, consumer and customer preferred solution that satisfies that need state.
- Develops intelligence of the customers decision makers and decision processes in the region, identifies key individuals, and educates IFF as to the customers processes and requirements for success while developing processes within IFF to leverage this knowledge
- Supports and advises the Global Account Director of the strategic achievement and/or maintenance of IFF's core list status with the account when applicable
- Ensuring high levels of customer satisfaction and addressing issues promptly – mentor the commercial team for same values
Projects and Business growth opportunities:
- Identification of opportunities / Pipeline building in alignment with annual stated IFF targets and/ or financial modelling.
- Translates customer requirements in the Region/Category, identifies unmet needs and manages customer expectations by effective communication, project oversight, effective coordination, and ultimate selection and submission of winning solution.
- Creates/solicits/secures proactive and reactive business opportunities in line with the account strategy and plan, and manages these through the IFF product development process
- Educates client regarding company's products and technologies including and specially creating a collaborative interface between the companies' R&D, Marketing, Management, and Product Development functions
- Regularly updates the GAD and his RAM peers in the Global Account team of relevant projects and events affecting other regions/categories.
People, Process and Organisation:
- Collaborates and determines along with relevant IFF Regional management, the appropriate commercial coverage for Unilever in the region. This may include identification, selection and training of successful local account managers.
- Directs the regional Account team/s, including dedicated resources as provided by IFF Regional management including as appropriate in the execution of the account strategy and tactical plans. The input may include contributing to annual objectives, personal development and compensation reviews.
- Organizational: To maximize revenue and GP%, this position must direct/influence and/or coordinate major diverse functions throughout the organization, including Sales, Marketing, Category, IC&D, R&D and Operations as well as Finance.
Decision Making Authority:
- Execute the parameters of any global agreements conclude with Unilever on a regional basis such as Core supplier programs / Ways or Working.
- Guides & decides on content local input for the Regional Account plans, annual Account sales budgeting and quarterly sales forecasting.
- Price & profitability decisions escalated beyond local Account Manager's authority but within extended authority of RAM (defined by system and corporate escalation guidelines), in co-agreement with GAD / IFF Regional management.
- Priority decisions on local Account management & project management (CPD)activities.
- Withdrawal of non-performing account managers from the account in alignment with the IFF Regional management (in line with IFF's strategic focus on key Accounts, allocating best staff to achieve goals)
Types of decisions referred to higher authority
- Pricing & profitability decisions beyond authority of RAM's / RGM as per corporate guidelines.
- Hiring & Firing of Local Account managers within his/her regional Key Account team (advisory role only, with input via performance management and coaching
Examples of Core RAM tasks
- Owner and manager of projects with EAME scope, but specifically cross-regional projects and projects with global scope – managing with IFF stakeholders and Unilever teams. The EAME RAM role has a high degree of overlap with the GAD role and interacts frequently with the same key contacts managing global projects along with fellow RAM’s.
- Interactions with Unilever factory sites as well as frequent contact with UL co-packer (3PM/Co-man) factories in conjunction with IFF Supply chain SPOC
- Support on managing critical cross functional situations
- Acts as an advisor for other Unilever GKA team members on Flavor core supplier WoW, the OTP (Opportunity to Partner) global core supplier agreement, regional specifics and strategic focus areas
- Interacts and directs the IFF Innovation lead role and BDM (business development manager) role into the GDC, RDC and MET structures both in Foods and Ice Cream
- Supports and directs the Senior KAM role based in Poland that drives the Ice Cream strategy.
- Manages and directs the CPD (sales support role) based in Dubai (not a direct report)
Required Skills for the role:
List special technical, academic or other knowledge required as a minimum qualification in this job.
Describe how much and what type of additional work experience is required as a minimum for this job.
- 10 years progressive business experience with a commercial and account coordination focus
- 5 years international sales, or International Account exposure
- 2 years of Flavor, Food Ingredient / Food Bioscience experience
SKILLS / PROFILE:
- Creative/analytical person. Problem solver
- Strong communication. listening, and
- presentation skills
- Comfortable with and relatable both to senior level management as well as staff at the bench
- Action oriented and results driven.
- Innovation management strength connects needs with solutions.
- Develops and communicates vision, incorporating trust and ethics.
- Culturally sensitive, worldly, and appreciative of diversity
- Functional technical background/strong technical learner
- Strong organizational and planning skills Project management skills
- Able to manage effectively in a matrix, cross functionally, build consensus, motivate, and drive to success.
- Team leader and team builder
Preferred Skills, Knowledge and Experience
Describe special technical, academic or other knowledge preferred in this job.
Describe how much and what type of additional work
10 years progressive experience in the Flavors (or related food ingredients) including overseas assignments
- Superior Flavors (or food ingredient technical) background with technical and commercial experience with a major industry player
- International business experience, including overseas living experience
- Commercial experience with large, multinational FMCG customers as clients
- Demonstrated commercial (sales/ marketing) management success in a complex account environment with significant financial impact and responsibility
- Management experience of department scale or greater involving various disciplines/functions or levels management and execution skills involving multiple functions on an international platform
- Open to relocation on an international basis if required
Understanding of company Technical (application & creation) abilities & capabilities
Multilingual next to English (French, German, Dutch, Spanish, Portuguese, Mandarin, preferred)
Food Science Diploma/Degree
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 the 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
