EndereçoJOB DESCRIPTION
“ We bring insights and innovations that address the trends that are shaping our world today, and putting us on a path towards sustainable development ”
ROLE & RESPONSIBILITIES
The Health and Biosciences Sales Team is looking for a Talented professional to fulfill this role inside the Home, Industrial and Textile segment. This position is key to contribute to the market share growth, having scope over all Latin America South region which includes Brazil and South Cone. For this role, we expect full participation on the local commercial strategy execution, building and maintaining strong, long-lasting customer and distributor relationships at technical and commercial levels, overseeing customer account management, negotiating contracts and agreements to maximize profit, and working with internal organizations to support client’s needs.
Your key responsibilities will include:
Developing strong relationships with customers, connecting with key business executives and stakeholders such as technical, R&D, marketing and procurement areas, and eventually business leadership positions. It will also be important to keep on identifying new business opportunities among existing and potential new customers. In this role, this position will liaise with cross-functional internal teams (including Customer Service, logistics, demand, supply, Marketing and Product Development departments) to improve the entire customer experience. Some of your key tasks will be:
- Build and maintain deep, strong, and long-lasting in all levels throught intensive networking and providing best-in-class service with customers and distributors.
- Deeply understand and leverage internationally IFF’s strategy, organization, capabilities, proprietary technologies, resources, product, and service offerings.
- Strive to understand customer strategy, brands, potential, and how the company will deliver value to their business
- Understand Research and Development projects and unmet needs, being able to translate it into new projects and opportunities, develop and execute strategies to generate new sales
- Position IFF as a strategic trusted partner by co-creating winning value propositions that satisfy customer needs.
- To understand the customer´s Marketing strategy to maximize success criteria indicators.
- Strive to understand the distributor strategy and resources, and create the execution plan to improve the footprint and increase the association by strengthening technical and commercial support.
- Lead cross-functional and cross-cultural teams through complex, technically challenging projects with sales plans, even without hierarchical authority.
- Create, present, and professionally execute account plans aligned with global strategy and local business objectives, aiming to expand market share. Keep plans updated to maintain relevancy
- Prepare sales reports and new business activity for the company management.
- Primary contact for customers, maintain and improve the company's position and image.
- Responsible for accurate sales forecasting as input for S&OP cycle, keep pricing information updated on our systems and manage Pipeline following companies processes such as Salesforce.com
- Understand, and align with legal teams, negotiate contracts with customers, distributors, and suppliers to close agreements to maximize profits and business strategy covertory.
- Capture on Scent LA consumer insight capabilities to create medium and long-term work plans for the development of projects focused on the application of enzymes in different segments.
- Deliver technical understanding and acquire technical expertise to improve the consulting service to customers.
Main Responsibilities
- The Sales Manager will be responsible for all Regional Key accounts and distribution sales in Brazil and South Cone within the HPC Team.
- Provides technical, marketing, and commercial support to key direct customers to ensure they reach targets and deliver customer satisfaction.
- Evaluates on a continuous basis the performance of assigned direct customers and Distributors, defines actions and initiatives where needed to improve the overall sales pipeline (active sales and opportunities).
- Builds and maintains existing and new customer relationships and maximizes customer satisfaction as well as customer understanding. Creates a reliable network in the different market segments and regions.
- Gathers and analyzes market and competitor information. Communicates within the team and applies to manage assigned accounts.
- Achieve annual sales and gross profit targets.
- Prepare and update business & accounts plans for key direct customers and territory under his/her responsibility.
- Provide sales reports (visit reports and monthly reports).
- Provide Forecast update on monthly basis in IP Tool used for the sales and operation process.
- Provides qualitative and quantitative input for internal processes and projects.
- Improve and deliver the Opportunity Pipeline in SFDC.
- Improve Efficiency of Sales Process by using CCV (Creating Customer Value) tools, Sales Force and SPO (Sales Process Optimization). This includes converting customer pains into measurable value criteria so that gains can be defined & quantified.
- Provide first level technical service support and training to key direct customers.
- Liaise with logistics (supply chain group and Customer Relations Department) and production to ensure proper and smooth supply to assigned direct customers.
- Work closely with senior management, Marketing, Category Management and Application to accomplish customer targets.
- Deeply understand and leverage internationally IFF’s strategy, organization, capabilities, proprietary technologies, resources, product, and service offerings.
- Strive to understand customer strategy, brands, potential, and how the company will deliver value to their business
- Understand Research and Development projects and unmet needs, being able to translate it into new projects and opportunities, develop and execute strategies to generate new sales
REQUIRED SKILLS
- Bachelor’s degree preferred in technical fields; chemistry, chemical engineering, biotechnology food engineering. + relevant experience
- Proven work experience as an Account Manager or relevant role for 5 years at least in the Home, household, and industrial segments. Preferably with previous experience with enzymes for Laundry segment
- Excellent interpersonal, communication and problem-solving skills with the ability to lead and coordinate activities with the internal support team and customers.
- Demonstrated competency in managing multiple projects simultaneously and lead multicultural teams
- Demonstrable ability to communicate, present, and influence key stakeholders at all levels of an organization
- Exceptional Relationship builder skills
- Confident, dynamic, and enthusiastic professional with the ability to generate trust by delivering on commitments
- Knows the B2B business environment and is a fast learner
- Fluency in Spanish and in English communication both written and oral
- Excellent listening, negotiation, and presentation abilities
- Aptitude for business development – challenges the conventional process, openness to look for new solutions, tolerance for ambiguity, ability to develop new approaches to test solutions, Comfortable to ask challenging questions.
- Open minded and can change opinions based on new information; perform a wide variety of tasks and change focus as demands change.
- Demonstrates a good understanding of the benefits of commercial sustainability through biotechnology.
- Self-motivated and a self-starter
- Good team player
- Excellent presentation skills
- Willingness to travel approximately 30% of the time.
Other skills needed:
- Solid experience with CRM software (Salesforce, Concur) and MS Office (particularly MS Excel)
- Proactive, motivated and love challenges
- Business-oriented and results-driven
- Able to collaborate and be a team player
- Capable of multitasking
- Ability to work with remote collaborators
- Creative, problem-solving skills
- Ability to adapt to changing priorities
- Strong attention to details
Skills desirable but not mandatory are:
- Previous experience with enzymes for Textile segments
- Previous experience with Personal Care segment
IFF is an Equal Employment Opportunity Employer
It’s an exciting time to be part of the IFF family. 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.
