Sales Representative / Account Manager, Emerging Markets

Location :                    Luebeck

Reports to :                 Sales Manager Emerging Markets

Direct reports :           None

Workplace type :        Hybrid (1 day WFH)

About us

KaTech Ingredient Solutions Ltd. is part of Ingredion Inc, an international food technology company that specialises in developing bespoke stabiliser systems for the food industry. Our focus is dairy products, convenience food, bakery products and free from concepts. Food manufacturers and brands benefit from our expertise in textural ingredients and pilot plant facilities, enabling them to fast-track their product developments.

We don’t just make ingredients. We create possibilities. Be What’s Next® with us.

The Sales Representative Emerging Markets is responsible for managing sales related activities in specific territories and targeted segments within our Emerging Markets region (Turkey, Middle East and Africa). Partnering closely with key counterparts in Development, Marketing and Business Development to sustain long-term growth ability, this role will deliver a high-touch technical consultancy experience to new and existing customers. Embedded in Ingredion’s KaTech business, this role will partner with the wider Ingredion Go To Market organization to enable strong synergies and aligned account plans for joint accounts.

Core Responsibilities:

Emerging Market Sales – manage sales related activities in specific territories and targeted segments within our Emerging Markets Region, delivering business growth in line with strategic and operational growth plans through focused interaction with strategic and partner accountsSolution Selling & Differentiated Customer Experience – deliver a high-touch technical consultancy experience to new and existing customers to differentiate from competition, providing efficient project management with counterparts in the development team to maximize return on investments and create value added customer-tailored solutions. Embed customer centricity to drive business development along the customer buying cycle incl broad stakeholder managementPipeline Management – create, manage and deliver opportunity pipeline in-line with business growth expectations, initiating and delivering growth projects with existing and new customers to ensure profitable conclusionSales Planning & Forecasting – full ownership of bottom-up sales planning process incl. forecasting by developing a market growth strategy for respective categories and region and delivering against sales targets to manage top & bottom-line contribution of Dairy and Savory categoryPrice & Contract Management – price and contract management to ensure maximum return for KaTech using value base pricing strategies whilst securing the business sustainablyDistribution Management – support the development of an effective Distribution network and support day-day interaction with Sales Network Partners, regional Distributors and Agents on strategic projects and key initiatives to unlock growth potential in the regionMarketing Support – partner with and support the Marketing function with regional marketing activities incl. fairs, seminars, tradeshows and innovation days

 

Qualified candidates will need to have:

Bachelor’s degree in Food Science/Technology or other related technical fieldStrong technical understanding of functional food ingredients, their interaction, food manufacturing  processes and food recipe designMin. 5 years’ experience in a customer-facing Value Selling/Specialties or Technical Service/Sales roleProven track record in negotiation skills & stakeholder management capabilities, and delivering technical solutions across multiple countries and channelsProject pipeline management skillsExceptional market & customer driven mindsetWillingness to travel extensively across Emerging MarketsBusiness fluent in written and spoken English,

Desirable requirements:

Experience in dealing with customers in Turkey, Middle East or AfricaFrench and/or GermanExperience within savoury or dairy categories

Required behaviors and skills:

Account management skills to manage own sales & multi-functional project teams within a matrix organizationStrong business acumen coupled with a deep interest and understanding of technical features of solutionsAbility to develop relationships beyond Procurement & Development, using insights and innovation to create growth and customer opportunitiesDemonstrated strong communication skills with internal and external stakeholders

Relocation Available:

Yes, Within Country

 

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, gender expression, sexual orientation, pregnancy, marital status, veteran status, military status, or disability status.