Kemin Industries - Territory Manager - Key Accounts

Company: Kemin Food Technologies

Reports to: Regional Director - South Asia

Department: Sales - KFT

Position Reporting to this Occupant: Nil

POSITION OBJECTIVE :

- Territory Manager Key Accounts is responsible for building strong relationships with strategic customers, maximizing the business opportunities.

- This position will liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our services meeting the customer needs.

WORKING ENVIRONMENT :

- Based out of corporate office in Mumbai / Bangalore.

- Requires significant travel (approximately 15 to 20 days) for customer visits and sales review meetings.

- Interacts with internal and external customers - relevant academic and industry

JOB RESPONSIBILITIES :

- Responsibilities include meeting sales, gross margin, projects & account receivables targets. May be expanded to Bangladesh in future.

- Acquire a thorough understanding of strategic customer/ prospect needs and requirements.

- Expand the relationships with existing customers by continuously proposing solutions that meet their objectives. Develop trust & relationships with them to ensure they do not turn to competition.

- Play an integral part in driving new projects and generating sales that will help achieve growth plans for the accounts allotted.

- Acquire relevant knowledge about food industry / segment, product, ingredients, processes and applications required to deliver value proposition to the customers.

- Serve as the link of communication between key customers and Company.

- Resolve any issues and problems faced by customers in our scope and deal with complaints to maintain trust.

- Update call reports and project details in Nexa (CRM), regularly

- Provide on time sales forecast to the support team.

- Organizing and conducting KemTALK sessions (tech sessions) and innovation day in collaboration with internal customer for the strategic accounts.

PRINCIPAL ACCOUNTABILITIES :

- Achieve sales, GM, account receivables and productivity ratio targets (100%).

- Generate adequate sales projects and meet new business development targets in line with strategic plan

- Retain and grow with existing customers

WORKING RELATIONSHIPS :

Internal Customer :

- Supply Chain

- Finance

- Customer Laboratory Services (CLS)

- Marketing team

- R&D

- Customer Services

- Technical Service Managers

External Customer :

- Strategic customers, academic and industrial experts

EDUCATION QUALIFICATION, YEARS OF EXPERIENCE& SKILLS REQUIRED :

Educational Qualification & Years of Experience :

- Graduation or Post Graduation in Food Technology / Diary Technology / Chemical Engineering / Food processing / Food Science / Bio-Chemistry / Food Micro-Biology with specialization in foods. Additional management degree or diploma will be an advantage.

- 8+ years of experience in Food industry / food ingredient / additive company in expertise in business development / sales / key account management/ technical services etc.

- Having worked with key accounts in India

Skills Required:

- Communication skills

- Strategic thinking & Planning

- Effective negotiation skills

- Change Management

- Leadership skills

- Project Management

- Relationship building

- Networking skills

- Analytical skill