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Account Manager - SSD

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Date: 23-Nov-2018

Location: Hoffman Estates, IL, US

Company: Tate & Lyle

ROLE PURPOSE

This position requires a best in class sales person who has in-depth knowledge of the food industry, including insights and trends driving the consumer demand. A Regional Account Manager is responsible for establishing and maintaining professional relationships with current and prospective customers.  Expertise drawing on relationship management and professional maturity to penetrate and expand the account relationship, defend existing business and build new business via Tate & Lyle product solutions. 

MAIN ACCOUNTABILITIES

  • Responsible for driving account penetration, expanding the account relationship cross functionally  and using those relationships to drive results
  • Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Tate & Lyle SFI NOAM.
  • Develop and execute account plans focused on  growth strategy and manage the opportunity pipeline
  • Monitor any variances and work closely with customer service and internal operations team to improve overall customer satisfaction.
  • Capable of near and long term complex forecasting and account planning.
  • Communicate with management by providing regular CRM updates via Salesforce.com; Call / Activity Reports, Sales Oppotuntiies, Contracting Progress, Updated Account Information and Contract Information; partcipating in campaigns and proactive lead management, etc...
  • Attend and contribute at sales meetings and conference calls.
  • Work collaboratively with Technical Service field Manager to best serve the cusotmers' needs
  • Work cross functionally to ensure customer performance goals are met.

 

 

PERFORANCE MEASURES

  • Account Management including quality account plans, forecasting and contract management
  • Lead customer projects by developing robust  account plans to pursue and close opportunities
  • Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Tate & Lyle SFI NOAM.
  • Monthly business reviews
  • Management and growth of opportunity pipeline, including ability to move projects through the sales funnel and ulitmately to completion.
  • Market Intelligence

LEGISLATIVE REQUIREMENTS

 

 

COMPETENCIES, SKILLS, KNOWLEDGE, EXPERIENCE AND QUALIFICATIONS 

COMPETENCIES

Competencies describe how the role needs to be carried out and the behaviours that an individual needs to demonstrate to be successful in the role. Identify a maximum of 6 competencies from XX that are aligned with the requirements of the role.

QUALIFICATIONS

Describe the minimum (or essential) qualification required for the requirements of the position, and where possible define the function areas.  Link to statutory requirements where relevant.

Other requirements i.e. Driver’s License, Safety.

 

Additional beneficial or preferred qualifications can be stated as well, that will enhance job performance.

EXPERIENCE

  • Experienced account management/relationship management resulting in professional maturity around negotiation, track record of success, identifying opportunities, forecast capability, well versed in account planning, strong understanding of strategy and execution with consideration of the big picture. portfolio management industry experience including National Account expansion drawing on relationship management and professional maturity.
  • Demonstrated ability to navigate a highly matrixes environment.
  • Visible leader both internally and externally with demonstrated organizational savvy.
  • Near and long term complex forecast capability and account planning.
  • Strong strategy comprehension and big picture execution.
  • Portfolio management.
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • 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)
  •  

SKILLS / KNOWLEDGE

Include reference to any technical/functional competency requirements, at the appropriate level to the position.

 

Knowledge specific to the position:

  • Industry
  • Legislation
  • Specialist knowledge areas (technical, functional and contextual)
  • Theories, Principles
  • Policies, Procedures & Systems
  • Language requirements.

 

Skills (Key technical/functional skills required):

  • Key skills required to be successful in this position
  •  


Nearest Major Market: Chicago