Manager, key account

Manager, Key Accounts, Texture & Healthful Solutions EMEA

LOCATION: Home based, Europe

REPORTS TO: Director, Sales, Central and Eastern Europe Texture & Healthful Solutions and Sales Excellence EMEA

REPORTS: None

WORKPLACE TYPE: Fully Remote

The Manager, Key Accounts EMEA is responsible for leading and delivering profitable growth with Key Account Customers within the region. In addition, the Manager will develop and deliver initiatives and project to address the current and future needs of the Key Account Customers.

We don’t just make ingredients. We create possibilities. Be What’s Next® with us.

Core Responsibilities:

• Deliver Targets and Goals - Conduct sales activities to deliver on targets and goals. Forecast annual sales results accurately. Actively manage plans and results to compensate for shortfalls and implement appropriate action plans. Support Supply Chain to improve forecast accuracy. Deliver the overall gross profit, gross profit %, net sales and volume targets for the assigned Key Account. Create strong competitor intelligence and understanding. Ensure we have strong and growing share of wallet at our key account’s customers in Texture and Healthful Solutions.
• Identify Customer needs - Identify, anticipate, and challenge future customer needs. Demonstrate understanding of the value delivered to customers through accurate quantification and effective communication with the customer.
• Deliver on Customer strategy - Develop Strategic account plans which are shared and agreed with the key stakeholders. Plan and integrate the activities to the customer with the objective to maximize the outcome of the annual negotiation.
• Identify new growth opportunities - Identify and deliver new markets and applications in line with the Texture and Healthful Solutions strategy for existing products. Identify new growth opportunities and proactively liaise with marketing as appropriate. Lead and develop Sales in emerging territories in-conjunction with the Regional Sales Teams. Build and execute a sales project pipeline to meet/exceed our 40-40-20 targets.
• Deliver Strategy - Implement the Regional Account Strategy as part of the Key Account Management Team. Report to the Global Team on a quarterly basis and as and when required. Gain cooperation and build effective teams across departments and functions to achieve profitable account growth. Set the appropriate priority internally in the context of the entire business.
• Relationship Selling - Identify key decision makers, influencers and gatekeepers in the customer’s organization and develop an effective network. Establish credibility at strategic customers by effectively managing the information flow from within and outside of the customer organization.
• Customer Centricity - Continuously develop and broaden the relationship with Customer including building the stakeholder network at customers. Create a positive customer experience across relevant functions and seniority levels. Meet the sales productivity targets by increasing presence (face to face) and virtual connections at our customers. Ensure our key accounts receive the appropriate level of service and support in-line with our customer segmentation.
• Internal Stakeholder Management - Develop an effective working relationship across relevant functions. Utilise internal support such as Technical Service, Marketing, Customer Services Supply Chain and Finance to lead and/or support efforts in project development, supply planning, debtor management and other activities. Establish a strong collaboration with the Global Key Account Director

Qualified candidate will have:

• Degree qualified in a science, business, or economic discipline
• Solid commercial/sales experience within key account customers in the food ingredient or specialty chemistry industry with a proven track record of delivering projects, sales, and business growth.
• Understanding of food processes and formulations.
• Exceptional commercial acumen and understanding of factors impacting bottom line results.
• Expert knowledge of customer brands, market dynamics, culture, and technologies
• Passionate about sales and account management.
• Expert at Customer Relationship Management – at all levels within the customer organization.
• Ability to work cross functionally.
• Strong IT skills and capabilities.
• Good knowledge of common food processes, food ingredient functionality and ingredient interactions.

Required behaviors and skills:

• Customer Centricity – Understands and shapes needs. Create distinctive value. Build deep relationships.
• Drive for Results – Drives execution whilst remaining flexible. Identifies improvement opportunities.
• Entrepreneurial mindset, laser focus on the customer and how we can win in the market.
• Cultural Awareness – Demonstrates cultural awareness whilst working across different countries within the region.
• Willing to try new approaches, learn and fail fast with the ability to adapt quickly.

Other:

• Demonstrated ability to successfully work in a network/matrix organizations to achieve business objectives.
• Requires regular travel to customers across the assigned region and Ingredion sites.

Relocation Available:

No