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Sales Account Manager Germany & Nordics

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Date: 27-Jun-2019

Location: Lubeck, SH, DE

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, both in value and profit. 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 Category Marketing and Product Management.


Main accountabilities

  • Successfully create, implement and deliver the sales strategy in addition to annual AOP targets (Gross Profit, Value and Volume, etc.)
  • Identify, secure and develop business opportunities and commercialise those projects for existing and new customers, based on FBS ingredients from all product platforms (sweetening, texturising, enrichment and stabilising)
  • Use the FBS value proposition to effectively deliver a sustainable and well-balanced development of customer portfolios 
  • Build meaningful insights from competitor intelligence and market dynamics (customer and consumer trends, market development) in collaboration with Category 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, Procurement, etc.)
  • Provide regular and accurate rolling forecasts as part of the S&OP process
  • Develop an extensive network across the category within 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 (, SAP) to effectively manage the business  


Skills and experience required  

  • Sales experience developed in an international food ingredients company with a focus on customers in Germany and preferably Nordics
  • 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
  • Strong track record of developing sustainable sales plans that drive profit, sales, volume and budget growth
  • Knowledge of food applications and dependencies in food categories as well as subsequent food drivers
  • Fluency in English and German
  • 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 
  • BSc. / MSc. Degree in Business Administration (Sales / Commercial / Business Management) or equivalent
  • 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 (>50%)
  • Efficiently and effectively sees a project through to the end
  • First class relationship building skills
  • Team player who sees the bigger picture