Key Account Manager

1 month ago

Jakarta, Indonesia International Flavors & Fragrances Full time

Job Summary

Are you passionate in developing and growing sales portfolio for industry leading customers? Do you aspire to be part of the team that drives big wins for a global organization?
IFF is a global leader in Food Ingredients and Flavors, and we are constantly looking for new challenges—and developing new-to-world solutions that answer them. We are now looking for a dynamic individual to join our Indonesia Commercial team as Key Account Manager - Flavor.

Your Focus

As a Key Account Manager in Flavor, you will be 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.

How You Will Contribute
- Understand specific market 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.
- Contribute/lead commercial negotiation (e.g., 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, catalogue optimization, complexity reduction, etc.)
- Understand customer regulatory requirements/changes and update data to GRA and input to project management system.
- Lead projects through effective communication, and collaboration with key external and internal stakeholders (CI/Marketing/Creative Teams/formulation etc.)
- 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.
- Define and suggest the required account resources, investment, and relevant service model to support the account.
- Ensure accurate monthly sales forecast to allow for effective operations planning and financial analysis.
- Influence customer brief definition to IFF’s advantage.
- 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.
- Evaluate and decide on final submissions with Scent Design Group and Creative teams.
- Effectively promote the most appropriate IFF product solutions / portfolio aligned with the brief.
- Generate proposal/price aligned with category margin guidelines or pricing officer.
- Prepare presentation materials and staging submissions with stakeholders that maximizes IFF commercial advantage and resources.
- Communicate project results and conduct retrospective reviews on projects wins and losses.
- Defend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunities.
- Accurately forecast and update sales forecast tool (SFT) to capture performance vs budget, business risk & opportunities, new wins.
- Lead internal and external teams to win projects.

What You Will Need To Be Successful.

Experience:

- Bachelor’s degree in Food Science and Technology, Food and Nutrition, Chemical Engineering, Marketing or any other relevant industry.
- Approximately 3-5 years of experience in sales, sales service, product development, or marketing preferably flavors, or ingredients industries.
- 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 market understanding (Marketing/R&D/CI).
- Team player, Strategic thinking, Positive mindset, Orchestrator.
- Strong communication, presentation, storytelling, and negotiation skills.
- Effective business English with a global mindset able to work with different cultures.

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.

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