Job Description

 

Position Purpose & Summary

This role includes two key responsibilities: Account management and Sales management.

Key account management: be the key interface to the designated customers in APAC (excl. those in China, Indonesia and India) ensuring sales of sweetness products in order to achieve commercial targets (volume, contribution margin) and provide high quality customer experience, resulting in high level of engagement and increased turnover.

Sales management: Execute sales in line with budgets/agreed game plans for the designated products/accounts. Develop the customers in designated countries (eg. SEA countries, Korea, etc.) Provide coordination between the commercial area and other functions (incl. plant operations, R&D, FSQR, supply chain, shared sales team, etc.) as well as work closely with regional product line management team.

Principal Accountabilities

40%   Sales Management

  • Develop sales plans, strategy and goals of the relevant products with the scope of the 2 years outlook in collaboration with the managing director for the designated region. Coordinate and communicate with other regional related businesses to ensure alignment and consistency.  Together with the managing director to define the yearly budget targets (growth rate, revenue, gross margin, profit criteria) and ensure profitability development for the relevant products.
  • Ensure consistent market intelligence for the related products, anticipate major changes in the market environment at the earliest possible stage to align strategy where necessary.
  • Drive the competitive analysis and develop business environment benchmark
  • Propose and participate in external growth initiatives (acquisition, partnership)
  • Ensure alignment of project priorities interfacing with the R&D team and other relevant functions. Integrate new technology from within Cargill and/or outside resources to increase value proposition
  • Define allocation decisions for each product type in order to drive profitability according to market demand and competition. Drive product value proposition including product mix optimization, appropriate training and communication support to the commercial organization
  • Execute the pricing strategy to the sales team
  • Work in close cooperation & provide guidance to the other functions (i.e. raw material sourcing, operations, FSQR)
  • Connect with the other relevant product line managers in other regions to ensure total collaboration and leveraging on each other’s knowledge and resources when applicable (competition analysis, R&D, S&D, global pricing at large accounts)
  • Provide input on key strategic initiatives and planning processes and ensure representation of relevant products
  • Drive the customer experience in alignment with the sales team and the customer segmentation guidelines.
  • Be the key interface to the Commercial Excellence Organization as well as to key customers.

30%   Key Account Management

  • Develop/review customer development plans (CDPs) for the designated accounts and follow through on execution
  • Achieve sales targets
  • Implement key account project initiatives
  • Coordinate and communicate CDPs internally and with other related businesses to ensure alignment and consistency 
  • Drive the customer experience in alignment with the sales team and the customer segmentation guidelines.
  • Collect customer input/insight from sales and through customer meetings to be integrated as part of CDPs and products strategy

30%   Team Management

  • Guide and coach the export sales to ensure the sales effectiveness
  • Monitor the sales team’s performance
 

Education, Experience, Skills

Required Qualifications:

  • University degree in Marketing, Economics or related discipline
  • 5-7 years of experience in senior roles in B2B sales, KAM
  • Knowledge of risk management (market, supply, credit, price risks)
  • Strong interpersonal and communication skills with ability to effectively communicate with customers, employees, senior management
  • Team-spirited
  • Strong influencing skills
  • Risk-taking personality and entrepreneurship
  • Proven track record in sales management within a matrix environment
  • Ability to identify unmet needs and capture associated value.
  • Proven conceptual & strategic marketing skills
  • Estimated travel is 40% within the territory & internationally when required
  • Will be required to visit production facil
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