Oct 09, 2019

Sales Account Manager France & Italy

  • Tate & Lyle
  • Villeneuve-d'Ascq, France

Job Description

Role purpose 
You will develop and deliver a customer engagement plan within the Category and assigned region to meet or exceed objectives outlined in our annual plan relating to volume, net sales and gross profit and additional indicative markers. 


You will forge strong customer relationships and create joint growth plans with customers in order to deliver year on year sustainable growth in the Dairy category; You will achieve this through identifying and commercialising opportunities at new customers and prospects as well as gathering and developing category insights through collaboration with Customer Marketing and Product Management teams.


Main accountabilities
•    Deliver the Sales strategy and AOP budget (Volume, Net Sales and Gross Profit)
•    Secure and develop business opportunities and commercialize those projects for existing and new customers, based on Tate & Lyle’s FBS solutions from all product platforms (Sweetening, Texturizing, Health & Wellness and Stabilizing)
•    Use the FBS Value Propositions to ensure a sustainable and balanced development of customer portfolio 
•    Build strong insights in Competitor intelligence (Competitor activities) and Market dynamics (Customer and Consumer trends, Market development) in collaboration with Customer Marketing in the assigned geography
•    Drive and manage the Project pipeline opportunities to ensure short and long term growth expectations, all in close collaboration with Product Management, Technical Service and Application teams
•    Builds a strong customer network and can deal with various stakeholders from different functions (R&D, Marketing, Supply Chain, Procurement)
•    Effectively manage local Distributors and Agents
•    Provide regular and accurate rolling forecasts as part of the S&OP process
•    Develop an extensive network within the Category with customers and relevant players
•    Drive knowledge sharing and communication, particularly between departments in Tate & Lyle SFI in order to align commercial and technical perspectives
•    Successfully use the available tools (SalesForce, SAP, Oracle) to manage the business  


Skills and experience required  
•    Sales experience developed in an international food ingredients company or in an FMCG environment with a focus on customers in France
•    Thorough knowledge and experience in identifying sales opportunities, negotiating and developing customer relationships
•    Project management experience in a complex environment with cross-functional teams
•    Track record of developing sustainable sales plans that drive margin, volume, sales and budget growth
•    Knowledge of food applications and dependencies in food categories
•    Knowledge of Food market drivers
•    Fluency in English and French, Italian is beneficial
•    Previous regular use of CRM systems (SalesForce, SAP) and able to use them for daily sales and account management
•    BSc. / MSc. Degree in Food Technology or equivalent is preferred
•    A relevant commercial degree / Masters or equivalent is advantageous
•    Results oriented: drives budget, has a winning and a ‘can do’ attitude 
•    Tenacious and a strong negotiator
•    Business acumen: understand business and is a dealmaker. Understands Tate & Lyle’s business needs and translates into profitable customer solutions
•    Customer oriented: understand customer needs and developments. Is able to provide evidence of building long term relationships that drive growth for the customer and for Tate & Lyle
•    Teamwork: able to work in an international environment and team of different disciplines (product management, technical service, customer marketing, finance)
•    Self-starter: is able to work from home and set own priorities, motivating yourself and successfully managing internal meetings via conference and video calls
•    Flexibility: Adapts well to a continuously changing environment, internal and external. 
•    Able to travel through the region as required 
•    Efficiently and effectively sees a project through to the end
•    First class communication skills in French and English
•    Easily able to influence and negotiate in French and English
•    First class relationship building skills
•    Team player who sees the bigger picture

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