Key Account Manager

About Us
We are a global leader in food & beverage ingredients.
Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we're with, whatever we're doing, we always
make it real
.

Job Description
Role:
Category Sales 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

ofi is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, nationality, disability, protected veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law.
Applicants are requested to complete all required steps in the application process including providing a resume/CV in order to be considered for open roles.