Job Description
Description
- Develop long-term partnerships with top Key Accounts that result in increased sales and margins, and value for the broader business.
- Develop and execute executive strategic sales plans to meet and exceed sales targets that reflect the entire product portfolio across ofis platforms (nuts, spices, dairy, cocoa, and coffee).
- Guide the current and new sales process, articulating a path forward for customers with support from internal stakeholders, considering internal capabilities, constraints, competitive circumstances, and strategic priorities.
- Understand customers needs and solutions to form an aligned customer facing strategic plan for short term and long term partnership and growth for assigned accounts.
- Explore customers needs and opportunities, encouraging experimentation with the entire portfolio and seizing opportunities that result in unique and differentiated solutions.
- Initiate and lead all contract negotiations with assigned Key Accounts to grow sales volume and margins while expanding ingredient solutions.
- Build and develop strong relationships with customers key decision makers and senior management across multiple departments.
- Understand customer needs and present tailored solutions that align with their business objectives.
- Collaborate with cross-functional teams including product development and marketing to ensure alignment of sales strategy and product solutions with technical and operational capabilities. Drive projects and customer-driven solutions and engage internal stakeholders to understand current capabilities required to deliver solutions and profitable growth.
- Establish regular cadence of communications with internal senior stakeholder groups, reviewing strategic account plans, pipeline progress and adjusting plans as needed.
- Work closely with support teams (logistics, customer service, etc.) to ensure excellence in customers KPIs, contract execution, and working capital management.
- Perform other duties as assigned.
- Bachelor's degree is required, masters preferred.Candidates must have 10+ years of major account management.
- Proven sales track record in food and beverage ingredients and solutions preferably with top accounts in the Quick Service Restaurant (QSR)/Broadline Distributor sector with experience at the headquarter level for distributors and QSR management.
- Strategic thinking and business acumen: ability to develop and deliver a strategic account plan designed to achieve profitable growth in both business and sales objectives. Excellent analytical skills.
- Effective negotiation and problem-solving skills: ability to use appropriate strategies to address areas of concern, explore alternatives and reach mutually beneficial sales agreements that gain customers commitment to action.
- Impactful communicator: ability to convey information and ideas clearly and succinctly to individuals and groups at various levels, in a variety of situations; deliver high-impact presentations suited to the needs of the audience.
- Building influential relationships: ability to build and nurture long-terms relationship with top Key Accounts and internal stakeholder relationships to deliver value and customer commitments.
- Self-motivated and goal-oriented: thrives in a dynamic environment; adjusts effectively by exploring the benefits, trying new approaches and collaborating with others to make the change successful.
- Ability and willingness to travel up to 50% of the time is required.