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Distribution Business Manager

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Date: 20-Nov-2018

Location: Hoffman Estates, IL, US

Company: Tate & Lyle

ROLE PURPOSE

This position requires an experienced sales person whom possesses a deep knowledge of the food industry and the varied distribution networks within.  It requires the ability to work closely with an established distributor network in essentially an indirect management role to develop a partnership with both they and their customers.

 

MAIN ACCOUNTABILITIES

 

  • Driving distribution share through partnership. Leveraging influence, strategy and leadership capabilities to grow the business, and negotiate contractual agreements that deliver against annual operating plans aligned with Tate & Lyle SFI NOAM.
  • Develop and execute account plans for each distributor demonstrating P&L ownership, joint business planning and plan management. Through influence, gaining share of mind and resource management you are expected to earn the right to partner with the distributors, virtually imbedding within the distributor.
  • Reporting and Forecasting, Monthly business review preparation and presentation.
  • Maintain and monitor rebate process with respect to auditing
  • Monitor any variances and work closely with customer service and internal operations team to improve overall customer satisfaction.
  • Develop growth strategy and manage the opportunity pipeline in partnership with the distributors.
  • Work collaboratively with Technical Service Field Manager to bring solutions and new product ideas and concepts to the distribution network.
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PERFORANCE MEASURES

  • Account Management including quality account plans, forecasting and contract management
  • Account Management specific to Distribution – accurately maintain rebate lists and payments
  • Account Engagement, including call frequency, quality call reporting and contract execution
  • Management and growth of opportunity pipeline, including ability to move projects through the sales funnel and ultimately to completion on behalf of the distributor.

 

LEGISLATIVE REQUIREMENTS

 

None

 

COMPETENCIES, SKILLS, KNOWLEDGE, EXPERIENCE AND QUALIFICATIONS 

COMPETENCIES

The successful candidate will have a demonstrated track record of developing and maintaining deep relationships with key distribution companies.   

QUALIFICATIONS

Bachelor’s degree is required, preferably in Business, Chemistry, Food Science or related area of study

EXPERIENCE

3 - 5 years’ experience in direct selling. Previous success selling into Distribution Companies and end users.

 

SKILLS / KNOWLEDGE

  • Thorough knowledge of the Food Industry
  • History of exceptional relationships with key decision makers at top of Distribution accounts
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • Experience interacting with cross-functional teams on the customer side
  • Plan and Program development experience
  • Ability to work in a political atmosphere with multiple priorities and customer needs.
  • High energy – willing to go the extra mile, tenacious with keen drive to succeed
  • Unquestioned integrity – ability to influence without authority
  • Strong analytical skills
  • Outstanding communications, presentation and interpersonal skills
  • Highly organized, with the ability to effectively manage multiple projects and initiatives simultaneously.
  • An exhibited dedication to safety and commitment to making safety a number one priority
  • History of success in both entrepreneurial and large, complex company environments
  • Willingness to travel up to 50% (combination road and air)
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Nearest Major Market: Chicago