Responsible for driving sustainable profitable sales and market share growth by identifying the customer needs and opportunities, establishing solid customer relationship, 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; 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 Food Ingredients market and customer ecosystem including activities, strategies, brands, markets
Develop multi-level cross-functional customer relationships with key customer decision makers/influencers
Contribute/lead commercial negotiations (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
Acts as the main customer point of contact in all matters
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
Ensure objectives are aligned to the business and personal development plans are in place
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 Sales Leader
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
Collaborate and work closely with the Food Ingredients Technical team
Effectively promote the most appropriate IFF product solutions / portfolio aligned with the brief
Communicate projects on SFDC and conduct retrospective reviews on projects wins and losses
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 Account sales performance (monthly / quarterly / annually) and provide strategic project updates to Sales Leader
Implement price increase in line with country/region strategy
Requirements
Experience:
Approximately +7 years of experience in sales in the Food Ingredients industry
Strong track record in commercial
Skills:
Customer centric with B2B management experience
Analytical with the ability to deal with financial concepts/processes(pricing/margin/forecasting)
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
Ability to gather and leverage competitive market intelligence
Training / Certifications: Essential: Bachelor’s degree/ ND Food Technology/ Food Science/ BSC. Added Advantage: Degree Business, Marketing
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
