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Senior Account Manager

Country/Region:  CN
Job function:  SALES

Job Title: Senior Account Manager         
Location: Beijing, China
Job model: Hybrid

Lead and manage key accounts to grow revenue and profitability according to objectives, by establishing Firmenich as the clients’ key partner, winning projects, and selling profitably flavors/ingredients.
At dsm-firmenich people are at the heart of the company. We are committed to equal employment opportunities and value diversity in the workplace.
Your key responsibilities
-    Define account objectives, develop strategy, implement through account plan and manage execution in the zone/region,Identify and document business potentials and competitive landscape
-    Develop successful working relationship with (new and existing) clients across all levels of customer organization, influencing their choice of suppliers and establish Firmenich as key partner to obtain briefs for profitable business
-    Negotiate with client favourable commercial terms (e.g., payment terms, prices and price conditions, order pattern etc) and price increase based on the division/team pricing objectives and strategy,Monitor client satisfaction and initiate corrective action where needed
-    Get clear and complete briefing from clients, translate their needs into Firmenich projects and brief creation and development teams. Anticipate clients’ needs and lead proactive projects to generate new business opportunities
-    Define accurate pricing and margin parameters for each project, according to guidelines, and enter properly all project information in systems according to project management rules (incl. regulatory)
-    Oversees entire value chain: product life cycle management, demand planning, customer care and supply chain to ensure highest customer satisfaction and maximum value extraction,Build the account sales budget annually, monitor sales and profitability versus objectives 


We bring
•    The opportunity to work for a company where sustainability is much more than a claim and is core to our strategy and purpose;
•    A space to grow by encouraging and supporting curiosity and an open mindset;
•    A culture that prioritizes safety and well-being, both physically and mentally;
•    A flexible work environment that empowers people to take accountability for their work and own the outcome;
•    A firm belief that working together with our customers is the key to achieving great things;
•    An eagerness to be one team and learn from each other to bring progress to life and create a better future;

You bring
    Bachelor’s degree and above or equivalent (business administration, economics, marketing, food science...) with extended flavor or food ingredients product expertise (product, market, consumer, technical/technology) and passion for flavors/Ingredient
    Advanced Sales and Negotiation skills with 5+ years of sales experience in flavor or food ingredients industry 
-    Good business understanding of both B2B business model, sales role and objectives
-    Ability to define, prioritize and implement action plans according to business opportunities and success factors
-    Ability to develop solid account plans to category plans
-    Ability to develop successfully client relationship and to position Firmenich as a key business partner
-    Ability to prepare and deliver presentations to clients and to demonstrate Firmenich superiority
    Good team player, seen as a strong partner by the development teams involved in clients’ project. Leadership (mainly with non-hierarchical partners) and decision making
    Strong business acumen (pricing, sales &profitability, Firmenich P&L, expenses, client overdue...)
    Supply Chain understanding (product life cycle, demand planning, order pattern...)
    Computer literacy to use MS PPT/Excel/word, and other working tools and systems 
    Good oral English and fluent in Mandarin.

Equal Opportunities Commitment 

dsm-firmenich is fully dedicated to inclusion because when people feel engaged and empowered, their creativity and innovation drives unprecedented progress. We aim to build a workplace where opportunity really is equal, so everyone can thrive. We do not discriminate: there’s a place for everyone at dsm-firmenich.
dsm-firmenich is an Equal Opportunity and Affirmative Action Employer.
dsm-firmenich people are as diverse as our customers. For us that includes a commitment to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.
We are committed to providing reasonable support for disabled applicants in our recruiting process. Should you need assistance, and are comfortable to share this, please let us know.

About dsm-firmenich

As innovators in nutrition, health, and beauty, dsm-firmenich reinvents, manufactures, and combines vital nutrients, flavors, and fragrances for the world’s growing population to thrive. With our comprehensive range of solutions, with natural and renewable ingredients and renowned science and technology capabilities, we work to create what is essential for life, desirable for consumers, and more sustainable for the planet. dsm-firmenich is a Swiss-Dutch company, listed on the Euronext Amsterdam, with operations in almost 60 countries and revenues of more than €12 billion. With a diverse, worldwide team of nearly 30,000 employees, we bring progress to life™ every day, everywhere, for billions of people.

Please note this is a direct search led by dsm-firmenich. We only accept applications from candidates, not from agencies nor subject to agency’s fees, percentages or similar.

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