Account Manager – Ingredient Solutions
dsm-firmenich
full-time
Posted on:
Location Type: Office
Location: Mumbai • India
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Tech Stack
About the role
- Overall account management for Ingredient solutions business across Indian Sub Continent.
- Manage market and product development activities as assigned by the Regional Sales Director.
- To set up, coordinate & execute specific Accounts tactics & plans to realize pre-defined/agreed sales and overall customer relationship objectives, both for the short- and long term.
- Define and implement a strategic account plan.
- Translate into Financial profitability and goals both strategically and tactically and be accountable for top line profit.
- Contribute to develop the sales plan, both strategically and tactically.
- Monitor and coordinate the execution of the account plan, report based on defined performance indicators and take corrective actions, to achieve the results.
- Build sustainable cross layer networks in the defined accounts by both direct engagement and by positioning key stakeholders to the right level in the account to speed up development and brick wall running business.
- Identify long term business opportunities with the account(s) and include these in the account strategy and plan.
- Define and implement projects with focus on key products, processes, and innovation, and decide on clear PMP structure and accountabilities.
- Monitor and benchmark competitive products, market requirements and competitive business strategies (competitive profiling) and incorporate benchmarking and competitive profiling in account and sales plans.
- Lead contract negotiations with the respective account(s) and ensure the conclusion of sales contracts.
- Coordinate technical service or after sales service activities towards the account.
- Monitor the complaint process and ensure an appropriate complaint settlement with the account within the agreed timeline.
- Monitor the account’s payment behavior and act to ensure payment within the agreed payment terms.
- Follow a definite forecasting internally for the customer requirements and maintain an ongoing healthy opportunity pipeline in CRM along with other CRM hygiene.
Requirements
- Bachelor’s degree in food science or chemistry.
- Ability to do value / solution selling.
- Knowledge of industry and markets, good know-how about products and/or applications and demonstrates clear problem-solving skills, ability to work and navigate successfully within matrix organization.
- Prior experience of identifying opportunities to grow the F&B business by meeting or exceeding Sales budgets/targets and maintain professional levels of enthusiasm and energy in key task.
- Ability to communicate professionally with clients (existing and potential) at CXO level and with fellow employees.
- Keep abreast of legislation and new technology.
- Working cross-segment with all the other stakeholders of the business.
- Autonomous and self-driven professional with ability to learn technical products and communicate them effectively.
- 8-12 years’ experience in a similar role.
- Experience in SAP preferred not essential.
- Passion for sales and a proven negotiator with ability to build rapport with customers.
- Experience in Beverages & confectionary in a B2B environment will be added advantage.
Benefits
- A team of diverse employees who aren’t afraid to think outside of the box.
- A truly global and collaborative team that cares about the experience of our employees.
- The encouragement you need to develop and achieve personal growth.
- A role that is crucial on projects and allows you to build your brand.
- A caring and supportive environment where you’re empowered to grow and share your ideas.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
account managementmarket developmentproduct developmentsales planningfinancial profitabilitycompetitive profilingcontract negotiationCRMvalue sellingsolution selling
Soft Skills
problem-solvingcommunicationrelationship buildingautonomousself-drivenenthusiasmenergycross-segment collaborationstakeholder engagementnegotiation
Certifications
Bachelor’s degree in food scienceBachelor’s degree in chemistry