Account Manager, Food Ingredients Middle East
Full time
na International Flavors & Fragrances Inc.
no
UAE
Publicado em December 19, 2024
Detalhes do emprego
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Account Manager, Food Ingredients Middle East
Location: Dubai, United Arab Emirates Time Type: Full-time Posted on: Yesterday Job Summary Responsible for driving sustainable profitable sales and market share growth by identifying customer needs and opportunities, establishing solid customer relationships, leading, coordinating, and reporting IFF activities, and promoting relevant solutions aligned with corporate strategy. For any sales activities within defined territory, category, coordinated and/or global accounts. Ensure financial targets are met and business key performance indicators are constantly evaluated and goals achieved; develop and maintain sustainable relationships between internal stakeholders and external customers; prepare account plans and report relevant market information; collaborate with internal departments to explore innovations and new concepts related to customers’ products and ongoing projects; monitor market development in terms of competitors, products, and trends; partner with operation teams and all supporting departments to ensure customer satisfaction in terms of service, quality, and supply. Responsibilities/Description- Understand Middle East food ingredients market and customer ecosystem including activities, strategies, brands, markets, consumers via different sources.
- Develop multi-level cross-functional customer relationships with key customer decision makers/influencers.
- Contribute/lead commercial negotiation (e.g., core listing, annual pricing, payment terms, rebates/cost savings agreements, supply contracts).
- Maximize potential advantage to IFF while delivering optimal solutions to customers (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 and update data to GRA and input to project management system.
- Act as the main customer point of contact in all matters along with actively managing the activities of the supporting Departments within the Business area of responsibility.
- Demonstrate IFF Culture Principles and live our values.
- Manage and/or mentor junior team members/peers, and onboard and coach new team members.
- Influence stakeholders to align on shared objectives.
- Lead projects through effective communication and collaboration with key external and internal stakeholders (Sales Leadership/Marketing/Design & Creative Teams/Sales Support and Customer service).
- Ensure objectives are aligned to the business and personal development plans are in place.
- Proactively solicit and give feedback to nurture high performing teams.
- Demonstrate leadership courage by challenging the status quo and holding self and others accountable to always do the right things.
- Develop commercial strategy for allocated customer portfolio.
- Build and execute account plans successfully.
- Responsible for setting clear commercial targets (Top Line/GP/win rate/grow and maintain healthy Pipeline/Grow Market share) with the manager.
- 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 project wins and losses.
- Review brief and ensure all objectives and parameters are clear.
- Influence customer brief definition to IFF’s advantage.
- Organize a formal commercial kick-off with relevant stakeholders and finalize action plan, objectives & timelines with clear deliverables and key milestones and update Project Management System.
- Liaise with Global/Regional/Category stakeholders on overall plan, strategy, and deliverables.
- Evaluate and decide on final submissions with Scent Design Group and Creative teams.
- Effectively promote the most appropriate IFF product solutions/portfolio aligned with the brief.
- Generate proposal/price aligned with category margin guidelines or pricing officer.
- Prepare presentation materials and staging submissions with stakeholders that maximize IFF commercial advantage and resources.
- Monitor and ensure cost-to-serve of projects adhere to guidelines.
- Communicate project results and conduct retrospective reviews on project wins and losses.
- Update Project management system and issue adoption report in a timely manner.
- 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 (SFT) to capture performance vs budget, business risk & opportunities, new wins.
- Monitor & Provide Account sales performance (monthly/quarterly/annually) and provide strategic project updates to Manager.
- Implement price increase in line with country/region strategy.
- Lead internal and external teams to win projects.
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