Key Account Manager

2 weeks ago

Bengaluru, Karnataka, India Olam Food Ingredients Full time

About ofi:

olam food ingredients is now known as ofi. Focused on the raw materials and ingredient platforms that we're known for globally - cocoa, coffee, dairy, nuts, and spices and F&B solutions. We still offer everything we did before. What's new is that we're adding capabilities - especially in product development - working closely with our customers, sharing our fresh ideas to inspire new concepts. Making it real at every step, from plant to palate.

Role:

Key Account Manager - Seasoning

Mission:

Lead the development, alignment and execution of sales strategy / initiatives for F&B Solutions customers. Manage customer account responsibilities and coordinate internal stakeholders to grow F&B Solutions sales in market.

Reports into:

Category Head

Key Responsibilities

- Create, develop & execute strategies, plans, forecasts and reporting, to grow sales / margin

- Capture market & customer insights. Analyse performance & forecast trends to identify commercial improvement opportunities

- Monitor & report actual / forecast sales performance, analysing data and taking corrective actions as necessary.

- Identify & capture opportunities to cross-sell / upsell ofi ingredients, developing & presenting solutions to customers

- Identify, evaluate and recruit new Food & Beverage Solutions customers to expand market reach

- Manage contract negotiations / renewals & ensure adherence to contractual agreements

- Onboard new channel customers and provide ongoing engagement to F&B Solutions customers, ensuring they are well-versed in ofi's single ingredient products and sales processes. Provide updates on product changes, market trends etc

- Develop value-generative, long-term relationships with customers that result in increased sales and margins.

- Ensure full alignment of commercial approach with all key ofi stakeholders (products / categories / marketing etc)

- Partner with IQFS & Operations to align sales strategy & product offerings with technical and operational capabilities and customer needs.

- Oversight of supply chain aspects for key customer accounts. Track & manage product warehouse inventory, incl periodic ageing analysis and ensuring rotation / timely stock liquidation

- Partner logistics and support staff to ensure excellence in contract execution, inventory management, stock ageing, rejections, debtors and vendor payables. Lead the internal response to customer issue resolution. - Participate in external events as needed to achieve strategic objectives (e.g. trade fairs)

- Maintain in-depth technical knowledge of ofi products.

- People management of direct reports (if required)

Previous : B2B Sales / Key Account ManagementP&L management (revenue / margin targets)

Experience : Development of differentiated customer solutions

Years of exp: 8-10 years in B2B Technical sales background in Experience food/nutraceuticals raw material like flavour, colour or other food/nutraceutical ingredients

Qualifications : Relevant degree (e.g., business / food science)

Food technician (preferred)

Skills:

- Entrepreneurial Mindset

- Commercial Acumen

- Technical understanding of products

- Negotiating / Influencing

- Sales Processes / Best Practice

- Analytical skills

- Excellent written and verbal communications

- Collaboration - internal stakeholder matrix

- Customer Relationship Management

(ref:iimjobs.com)

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