Key Account Manager

3 weeks ago

Bengaluru, Karnataka, India ofi 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
• 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

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