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Sales Account Manager Benelux

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Date: 30-Jan-2019

Location: Koog aan de Zaan, NH, NL

Company: Tate & Lyle

Role purpose 

You will be responsible for forging strong customer relationships and creating growth plans together with our customers in order to deliver sustainable growth across the category; You will identify and commercialise opportunities within existing customers as well as at new customers and prospects; This will involve gathering and developing meaningful category insights through collaboration with Customer Marketing and Product Management.

 

 

Main accountabilities

• Deliver the sales strategy and AOP budget (Volume, Value and Gross Margin)

• Secure and develop business opportunities and commercialise those projects for existing and new customers, based on FBS ingredients from all product platforms (Sweetening, Texturizing, Enrichment and Stabilizing)

• Use the FBS value propositions to ensure a sustainable and balanced development of customer portfolios 

• Build meaningful insights from competitor intelligence and market dynamics (customer and consumer trends, market development) in collaboration with Customer Marketing teams across the region

• Drive and manage project pipeline opportunities to deliver short and long-term growth, all in close collaboration with Product Management, Technical Service and Application teams

• Build a strong customer network as well as manage complex DMU’s and various stakeholders from different functions (R&D, Marketing, Supply Chain, Purchasing, etc.)

• Effectively manage local distributors and agents

• Provide regular and accurate rolling forecasts as part of the S&OP process

• Develop an extensive network within the category with customers and relevant players

• Drive knowledge sharing and communication, particularly between departments in Tate & Lyle FBS in order to align commercial and technical perspectives

• Successfully use the available tools (SalesForce.com, SAP, Oracle) to manage the business  

 

 

Performance measures 

Company, business unit and individual performance measures are part of the company performance process, these include but are not limited to: 

• Volume

• Revenue

• Gross and Operating profit

• Development and delivery of sales strategy and sales action plans

• Effective Customer DMU management

• Effective collaboration with colleagues

• Personal development

 

 

Skills and experience required  

• Sales experience developed in an international food ingredients company with a focus on customers in France & Benelux

• Thorough knowledge and experience in identifying sales opportunities, negotiating and developing customer relationships

• Project management experience in a complex environment working in cross-functional teams

• Track record of developing sustainable sales plans that drive margin, volume, sales and budget growth

• Knowledge of food applications and dependencies in food categories

• Knowledge of food market drivers

• Fluency in English and French

• Familiar with CRM systems (SalesForce, SAP) and able to use them for daily sales and account management

• BSc. / MSc. Degree in Food Technology or equivalent is preferred

• BSc. / MSc. Degree in Business Administration (Sales/Commercial/Business Management) is advantageous

• Results oriented: drives budget, has a winning and a ‘can do’ attitude 

• Tenacious and a strong negotiator

• Business acumen: understand business and is a dealmaker. Understands Tate & Lyle’s business needs and translates into profitable customer solutions

• Customer oriented: understand customer needs and developments. Is able to provide evidence of building long term relationships that drive growth for the customer and for Tate & Lyle

• Teamwork: able to work in an international environment and team of different disciplines (product management, technical service, customer marketing, finance)

• Self-starter: is able to work from home and set own priorities, motivating yourself and successfully managing internal meetings via conference and video calls

• Flexibility: Adapts well to a continuously changing environment, internal and external. 

• Able to travel through the region as required 

• Efficiently and effectively sees a project through to the end

• First class communication skills in French and English

• Easily able to influence and negotiate in French and English

• First class relationship building skills

• Team player who sees the bigger picture