About the Role
You are the key contact for our customers and are responsible for managing the overall relationship. For your portfolio of customers, you will drive both volumes and margins, for which you are responsible. A lot of the success in reaching these targets is realized through excellent teamwork so you must be a true connector.
You have a helicopter view of your total business and give guidance to other departments (R&D, technical support, customer care organization) as well as the local sales teams who are the direct contact with the local organizations in your customer's markets on how they can contribute to customer satisfaction and successful execution of business opportunities.
To achieve your targets it will be critical to understand well where and how you can add value to your customer based on its business model and then lead the BC team along this value-creation strategy. Refer sales leads, customer feedback, and information on competitor activity to appropriate contacts within the organization so that they can respond to changing market conditions and customer demands. Establish annual business plans and prioritize and schedule your own activities so these targets are met.
In the Regional Account approach, driving innovation and extending the Specialty portfolio together with our customers is key in order to generate continuous, long-term value. Focus, persistence, and creativity are the main engines that power that drive.
Key Responsibilities Include
Within the functional area guidelines for Regional Accounts, achieve the business targets for the accounts in scope. Develop and maintain the business relationships with these customers and develop account plans, in conjunction with the sales manager and other departments. Delegate, motivate, and inspire internal stakeholders for the common goal. Perform sales activities for achievement of sales budget and targets within sales territory to meet commercial objectives: Pursue sales leads; perform regular customer visits; assess customer needs and suggest appropriate products and services; respond to customer inquiries; negotiate prices and delivery times and conclude sales contracts to meet revenue targets. Propose sales improvements and new ways to approach actual and potential customers in sales territory. Actively communicate frequently with the sales team, manager, and other departments within the organization regarding targets, customers, and product availability. Proactively develop and maintain new and existing customer relationships and ensure professional customer relationship management (CRM). Live up to internal rules and trade legislation when negotiating and making contracts with customers. Ensure knowledge and know-how within the area of expertise is continuously updated and relevant. Validate the accuracy and appropriateness of the data used and ensure relevance and high quality of data output e.g. reports, and analysis. Actively transfer information and feedback from the market/customers to managers and colleagues and relevant other departments. Actively increase your professional knowledge and expertise and ensure understanding of the global BC organization.
About You
Bachelor /Master Degree in Economics, Business Administration or Sales Marketing 5 years of relevant working experience in Sales, preferably in the Food Industry (B2B) Commercial skills (presenting, discussing, negotiating) Knowledge of the chocolate/food manufacturing industry is a plus Fluent English + local language Open for frequent traveling You have strong stakeholder management and communication skills and an analytical mindset with an eagerness to learn and take ownership. You show the ability to work in a complex, fast-paced environment. Entrepreneurship spirit and passion (autonomy will be a key driver) Consumer and customer-oriented mentality Solution-driven and problem-solving attitude Hands-on mentality and determined to always deliver against objectives Being open to and adapting quickly to new sales and marketing approaches