Job Summary

Responsible for driving sustainable profitable sales and market share growth by identifying the customer needs and opportunities, establishing solid customer relationship, leading, coordinating and reporting IFF activities and promoting relevant solutions aligned with corporate strategy. For a defined territory, category, coordinated or global account:
Ensure financial targets are met and business performance is constantly monitored and reported; develop and maintain sustainable relationships with internal and external customers; prepare account plan and report relevant market information; collaborate with internal departments to explore innovations and new concepts related to customers’ products and on-going projects; monitor market development in terms of competitors, products, and trends; partner with operation team to ensure customer satisfaction in terms of service, quality, and supply.

Responsibilities/Description
• Understand Food and Food Ingredients markets and customer ecosystem including activities, strategies, brands, markets, consumers via different sources
• Develop multi-level cross-functional customer relationships with key customer decision makers/influencers

• Acts as the main customer point of contact in all matters

• Defend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunities
• Contribute/lead commercial negotiations (core listing, annual pricing, payment terms, rebates/cost savings agreements, supply contracts)
• Maximize potential advantage to IFF while delivering optimal solutions to customer (GP improvement, portfolio optimization, complexity reduction, etc.)
• Ensure customer supply chain requirements, processes and KPIs are well communicated to IFF Operations to ensure we meet customer needs

• Manage volumes/timing expectations and liaise with Operations to ensure supply chain readiness
• Understand customer regulatory requirements/changes and input data to project management system
• Lead projects through effective communication, and collaboration with key external and internal stakeholders (R&D/Marketing/Application/Product Management Teams etc.)
• Ensure objectives are aligned to the business and personal development plans are in place
• Develop commercial strategy for allocated customer portfolio

• Responsible for setting clear commercial targets (Sales/GP/New Win/Grow Market share) with the manager / Achieve new wins / grow market / market share aligned with account strategic plan
• Build and execute account plans successfully

• Define and suggest the required account resources, investment, and relevant service model to support the account
• Effectively communicate the account plans with stakeholders including internal and external team members
• Review/update the progress of account plans versus KPI targets
• Ensure accurate monthly sales forecast to allow for effective operations planning and financial analysis
• Communicate project results and conduct retrospective reviews on projects wins and losses

• Organize a formal commercial kick off with relevant stakeholders and finalize action plan, objectives & timelines with clear deliverables and key milestones and update Project Management System
• Liaise with Global/Regional/Category stakeholders on overall plan, strategy, and deliverables
• Generate proposal/price aligned with category margin guidelines or Regional Product Managers
• Prepare presentation materials and staging submissions with stakeholders that maximizes IFF commercial advantage and resources
• Update Project management system and issue report in a timely manner
• Accurately forecast and update sales forecast tool to capture performance vs budget, business risk & opportunities, new wins
• Monitor & Provide Account sales performance (monthly / quarterly / annually) and provide strategic project updates to Manager
• Implement price increase in line with country/region strategy
• Lead internal and external teams to win projects

• Manage and/or mentor junior team members/peers, and onboard and coach new team members

• Demonstrate IFF Culture Principles and radiate corporate values

Requirements
Experience:
• Approximately 3-5 years of experience in sales, sales service, product development, or marketing preferably food or food ingredients industries
• Strong track record at a similar level with a passion to succeed in commercial
Skills:
• Customer centric with B2B management experience
• Analytical with the ability to deal with financial concepts/processes(pricing/margin/forecasting)
• Strong interests in product development, consumers, and food market understanding (Marketing/R&D/Sales/Application)
• Creative and innovative thinking
• Project management with effective collaboration and multi-tasks skills
• Strong communication, presentation, storytelling, and negotiation skills
• Effective business English with a global mindset and ability to work with different cultures
• Digital savvy with an ability to leverage online resources
• Ability to gather and leverage competitive market intelligence

Training / Certifications
• Essential: Bachelor’s degree
• Preferred: Food Chemistry, Biochemistry, Food Processing, Food Engineering, Business, Marketing, Master's Degree

We are a global leader in taste, scent, and nutrition, offering our customers a broader range of natural solutions and accelerating our growth strategy. At IFF, we believe that your uniqueness unleashes our potential. We value the diverse mosaic of the ethnicity, national origin, race, age, sex, or veteran status. We strive for an inclusive workplace that allows each of our colleagues to bring their authentic self to work regardless of their religion, gender identity & expression, sexual orientation, or disability.

Visit IFF.com/careers/workplace-diversity-and-inclusion to learn more

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