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Senior Account Manager, Healthful Solutions Protein Fortification US/CAN

4 months ago

Bridgewater, United States Ingredion Inc, Full time

The Account Manager will be responsible to develop and maximum sales revenue and margins through detailed planned sales coverage at existing and prospective accounts. The Account Manager will call strategic customers assigned to grow the Protein Fortification business. As a member of the Protein Fortification Team the team member will be responsible for executing assigned accounts targeted to succeed in a given year, while focusing on growing a pipeline of future opportunities to grow the protein fortification business.

As Account Manager, Western Region your responsibilities will include:

Strategic Account Management:

* Develop strategic account plans to create long term value for customers. Plans are to include account strategies, defined objectives, milestones and specific opportunities. Establishes strategic relationships with key accounts to sell the protein fortification portfolio.
* Account managers will utilize SalesForce and Quip tools to assist in communicating up, down and laterally in the organization.

Relationship Building

* Develop strong multi-level relationships between Ingredion and our important customers to drive growth and effectively address challenges that may arise.

Sales Strategy Development

* Work with management to develop a business plan, demand forecast and sales strategy. Utilize consultative selling concepts to understand the right value and cost in use strategies to build a winning formula for Protein Fortification Customers.

Go to Market

* Work with Technical Service, Marketing and Protein Fortification support team including Product Line Management, Supply Chain and Quality to deliver the right product to customers.

Product and Application Development -

* Advise and work with customers to create innovative solutions. Designs trial plans utilizing the breadth of technical resources available to create innovation solutions.

Customer Value Creation

* Creates solutions based on implicit customer needs. Apply deep understanding of customer strategy and an understanding of explicit and implicit customer needs to create value. Quantify and articulate the current and potential value created for the customer. Identify opportunities to solve customer problems with existing products or future innovation.

Contract Negotiations

* Create and conduct proposal presentations and RFPs. Negotiate contracts with customers and manage the development, accuracy and delivery of those contracts.
* Utilize the Scot Works tools to assist in achieving the best outcome for customers and Ingredion and also to collaborate with Protein Fortification stakeholders.

Reporting

* Maintain timely records of all sales activity, including customer call reports, territory sales analysis, quarterly updates, and salesforce.com data, etc.

Market Analysis

* Conduct market analysis of customers, understanding market trends and competitive pricing.
* Work with Protein Fortification Marketing to deliver market information and also to gain insight into trends and develop value propositions for key Protein Fortification categories and applications.

Communication

* Develop and maintain effective channels of communication within the Ingredion organization in order to better communicate all issues related to pricing, market trends, sales initiatives, technical requirements, new product development applications, customer requests and overall market direction.
* Understand the competitive landscape, monitor competitive developments and activities of competitors in the marketplace.
* Maintain communication with customer service and credit to assure both customer needs and contract obligations are being met.
* Communicate with demand planning team for timely and accurate forecasting. Effectively communicate this information to management and sales team members.

Qualified Candidates will have:

Bachelor's degree in a food related field (Food Science, Chemical Engineering) or business degree. MBA a plus.

And/or

5+ years of direct sales or technical sales experience with focus in the food and beverage industry.

Proven track record managing and penetrating complex accounts at multiple touch points and delivering results; preferably in the food industry.

Motivated, self-starting professional with excellent communication skills both written and oral.

Skilled at preparing and delivering both technical and business presentations.

Demonstrated ability to organize a sales operating strategy which permits the identification of business opportunities and variables effecting the customer and market.

Knowledgeable in financial dealings with customer accounts and proven negotiation skills.

Demonstrated ability to engage in functional problem-solving conversations with customers and internal stakeholders.

Strong computer skills (Word, Excel and Power Point), salesforce.com or other CRM experience is preferred.

Strong organizational and time management skills.

Willing to travel up to 50% of the time

We are an equal opportunity employer and value diversity at our company. Ingredion seeks to provide a work environment that is free from harassment and discrimination. We will not tolerate any form of discrimination based on race, color, religion, age, gender, gender identity, gender expression, national origin, ancestry, handicap or disability-mental or physical-marital status, sexual orientation, veteran status, disability resulting from military service, or any other classification protected by law ("protected classifications"). We are committed to establishing and maintaining a work environment where everyone is treated with dignity and respect.

Relocation Available:

No