Jan 16, 2019
About us DIANA develops tailor-made solutions from natural raw materials for the food industry. These products can significantly improve the sensorial and nutritional performance of foods by boosting their palatability, flavor, texture, color and smell. In addition, DIANA’s nutritional concepts help to reinforce the health benefit of products by using functional actives. DIANA collaborates with its clients from the food, pet food, nutraceuticals and aquaculture industries. Driven by its unique expertise in biosciences and coupled with major strategic investments in innovation, DIANA works alongside its customers to continually open up new markets. DIANA is organized in three business units, which correspond to its targeted markets: Food, Pet Food, Aquaculture, and Nova, our unique incubator for innovation in health and nutrition. Tasks Reporting to the EMEA General Manager, the Cluster Manager will provide vision, leadership and strategy to achieve the Diana business growth and share goals in the territory. He/She will work closely with her/his General Manager, and will lead a team of Sales Managers as well as be responsible for few strategic accounts and Distributors. The position will have responsibility for the entire Sales P&L cluster execution through Diana Account Managers organization, channel partners and agents (where applicable). Main responsibilities Deliver monthly, quarterly and annual territory revenue & profitability Responsible for leading the customer relationship at all hierarchical levels Coordination of the resource application to the customer for the team (Technical service, R&D) Develop and implement territory-specific sales, channel plans to support the execution of the Diana strategy and accelerate the growth of the Diana business within the territory Work proactively with senior management to timely identify and resolve issues that may impact attainment of territory strategic objectives Lead Diana business reviews and forecasting processes with input from all territory functions to accurately forecast business and align resources within the territory Implement Diana pricing policy for the territory, based on revenue and margin goals and overall pricing guidelines while taking into account feedback from the local market Provide the annual budget commitment for sales aspects of Diana territorial P&L as part of strategic planning. Support development, alignment and execution of market-specific business plans to achieve territory targets Develop and execute appropriate go-to-market strategies through indirect channels and agents to expand market coverage and meet Diana territory goals Lead the recruitment, management and coaching of Diana sales managers/channels Develop & propose plans to replace simplify and/or add specific channels partners in the territory Facilitate the implementation of strategic account management and other sales processes, and drive adoption and use of supporting tools, systems and templates In link with key account directors, identify main areas of growth and build internal network within these key accounts Be in close link with Diana’s supply chain and customer’s planning department to anticipate peaks of demand or seasonality Follow up payments and overdues to ensure customers pay on time In close link with application, categories and R&D, coordinate New Product Development Build Link with flavor division to leverage customers contact and visibility Qualifications Master’s Degree in Food Science or closely related field 8 to 10 years experience in the ingredient industry Strong knowledge of the Food and Beverage Ingredient Market Strong international experience Results driven leader with a strong track record of revenue growth and market share expansion in ingredient related businesses Proven experience of successful sales P&L management in highly complex organizations Strong entrepreneurial skills with significant financial acumen, analytical skills and focus on execution Excellent communication and team building skills English mandatory, other languages would be a plus Our offer Full time job based in Western Europe or Middle East.
DIANA Rennes Full time