Nov 27, 2019

Account Manager, Dairy

  • Tate & Lyle
  • Sycamore, IL, USA

Job Description

Tate & Lyle is looking for a best in class sales person who has in-depth knowledge of the food industry with a focus on the dairy industry, including insights and trends driving the consumer demand. A Regional Account Manager is responsible for establishing and maintaining professional relationships with current and prospective customers.  Expertise drawing on relationship management and professional maturity to penetrate and expand the account relationship, defend existing business and build new business utilizing Tate & Lyle product solutions. 



  • Responsible for driving account penetration, expanding the account relationship cross functionally  and using those relationships to drive results
  • Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Tate & Lyle SFI NOAM.
  • Develop and execute account plans focused on  growth strategy and manage the opportunity pipeline
  • Monitor any variances and work closely with customer service and internal operations team to improve overall customer satisfaction.
  • Capable of near and long term complex forecasting and account planning.
  • Communicate with management by providing regular CRM updates via; Call / Activity Reports, Sales Opportunities, Contracting Progress, Updated Account Information and Contract Information; participating in campaigns and proactive lead management, etc...
  • Attend and contribute at sales meetings and conference calls.
  • Work collaboratively with Technical Service field Manager to best serve the customers' needs
  • Work cross functionally to ensure customer performance goals are met.
  • Networking in the dairy industry to grow Tate & Lyle product and solution exposure in North America



  • Account Management including quality account plans, forecasting and contract management
  • Lead customer projects by developing robust  account plans to pursue and close opportunities
  • Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Tate & Lyle SFI NOAM.
  • Monthly business reviews
  • Management and growth of opportunity pipeline, including ability to move projects through the sales funnel and ultimately to completion.
  • Year over year growth of accounts in sales portfolio
  • Market Intelligence



  • Industry Expertise – Keeps up to date on industry news, insights trends and other client solutions, incorporate this into the customer interactions to establish trust
  • Trusted partner – ability to build and expand relationships within and across multiple accounts.
  • Solutions design – assist customers to find product solutions within T&L product portfolio
  • Delivery – have the ability to leverage the formal and informal structures to get things done
  • Sales acumen – work within and across multiple accounts to drive profitable sales and revenue growth.
  • Sales system process – manage various sales processes within and across multiple accounts



  • Associate or Bachelor’s degree (Business or Science is preferred)
  • Other requirements - Driver’s License



  • Experienced account management/relationship management resulting in professional maturity around negotiation with a track record of success
  • Ability to identifying opportunities and leverage relationships at account to close opportunities.
  • Demonstrated ability to navigate a highly matrixes environment.
  • Visible leader both internally and externally with demonstrated organizational savvy.
  • Near and long term complex forecast capability and account planning.
  • Strong strategy comprehension and big picture execution.
  • Portfolio management.
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • Outstanding communications, presentation and interpersonal skills
  • Highly organized, with the ability to effectively manage multiple projects and initiatives simultaneously.
  • An exhibited dedication to safety and commitment to making safety a number one priority
  • History of success in both entrepreneurial and large, complex company environments
  • Willingness to travel up to 50% (combination road and air)



  • Dairy industry experience is beneficial to ensure understanding of specific challenges and opportunities that are unique to this market segment.
  • Ability to learn and adapt to using a range of platforms including SAP, Sales Force and Excel competencies to extract and input information relevant to account responsibilities











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