Location:
Castelo Branco, SP, Brazil
Purpose:
The purpose of this role is to make IFF the partner of choice for enzymes, cultivating and developing professional and productive relationships with existing and potential customers that help to reach strategic revenue growth and profit goals.
Major accountabilities:
- Account management: Leading the sales process at the existing accounts for Brewing and Distilling segment in Latinoamerica South, providing a stellar level of service through his/her personal interactions with customers and potential customers with an important degree of independence and involving the relevant members of the internal team when needed
- Market Assessment and monitoring: Evaluating the competitive landscape to collaborate in developing a differential strategy and execute the agreed business strategy to grow in the segment
- Business Development/ Pipeline Management: Identifying and developing new opportunities keeping constant records through our pipeline management tools (SFDC)
- Internal House Keeping (forecast rollout, financial updates, financial outlooks, demand meetings, SFDC continuous updates, credit/collection, between others)
Main responsibilities:
- Achieve sales revenue and gross profit targets for the Brewing Enzymes business unit
- Manage and build relationships with existing customer with independence of application area to multiply conversations and speed up processes
- Identify customers’ strategies, needs, and pain-points, as well as market trends and competitive environment, that could open new business opportunities or risks for IFF H&B
- Be aware and understands the customers’ organizational structure, key decision makers, strategy, portfolio, performance, and market share, working continuously to strengthen her/his network at all levels within the customers’ organization
- Develop account plans for key customers, with specific growth and defense strategies for them
- Manage all aspects of the selling process
- Maintain an accurate sales forecast for her/his accounts and work closely with demand planning, providing monthly forecast guidance
- Act as a link between the customers and all IFF’s areas (Customer Service; Application; Marketing & Communications; Logistics; Regulatory Affairs; Quality Assurance; Credit; others), meeting the requirements and service expectations of customers along the sales cycle
- Follow up on customers’ complaints and requests, coordinating internally to provide the best solution in the shortest possible time
- Develop and manage an evergreen opportunity pipeline, strongly focusing on advancing the projects that are in progress and continuously creating new opportunities by offering technical and commercial solutions to customers
- Update opportunities in SalesForce as they progress
Job Qualifications:
- BS in Chemical Engineering or Food Science
- Brewmaster preferred and experience in production is a plus
- Industry/customer knowledge
- Sales and/or tech service in the Brewing and Distilling Industry preferred
- Ability to collaborate with a cross functional team activity
- Hunting and entrepreneur skills
- Ownership/Accountability
- Negotiation skills
- Ability to travel 50-60% of the time
Key Requirements
- You are a professional with a brewing and distilling background, holding a degree in brewing, with Food Science or Chemical Engineering background
- You demonstrate a passion for the brewing and distilling industry and have a solid practical understanding of fermented drinks
- You have several years of sales and/or account management experience, with a demonstrated business and commercial acumen
- You collaborate with others and perform well in cross-functional teams
- You are self-motivated and like to be challenged while working for a dynamic organization
- You have strong organizational skills and can prioritize in a dynamic environment
- You hold yourself accountable and are always motivated to improve
- You possess good negotiation skills, both internally and externally
- You can develop and implement short- and long-term goals
- You possess strong business acumen, problem solving skills, and analytics to assist in decision making
- You are customer centric
You will be reporting to the Food Biosciences Sales Leader for LATAM and support/work closely with the Application Specialist Brewing and Distilling for the region. You will directly manage global and regional accounts, promoting IFF Bioscience. You will be supported by the various groups across the business including Communications, Marketing, Product Management, Applications, R&D, Operations, and Finance to achieve a common goal.
It’s an exciting time to be part of the IFF Health and Biosciences Platform. We are the catalyst for discoveries that spark the senses and transform the everyday. IFF is a leading innovator of ingredients transforming the food industry. At the heart of our company, we are fueled by a sense of discovery, constantly asking “what if?” That passion for exploration drives us to co-create unique products and applications in dairy and cultured dairy products. IFF is a global leader in taste, scent, and nutrition offering our customers a broader range of solutions.
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
