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ACCOUNT MANAGER

At Firmenich people are at the heart of the company, we are committed to equal employment opportunities and value diversity in the workplace.

Location: Guangzhou, China

 

Key Responsibilities: 


•    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 and food ingredients.
•    CUSTOMERS: Define account objectives, develop strategy, implement through account plan; 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; Identify business opportunities, decision factors and success criteria and define action plan accordingly; Negotiate with client favorable 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; Maximize business vitality
•    PROJECTS: 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 Projectmaster/I-cam according to project management rules (incl. regulatory) (including project models rules in PE); Lead/coordinate projects with internal partners and with clients (including flavor/ingredient submissions); Drive projects towards the best possible solution for both the client and Firmenich; Share visit reports, client information and feed-backs, and when needed conduct post-mortem analysis
•    ACCOUNT MANAGEMENT: 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; Monitor and optimize all other financial aspects of the account, in particular expenses (incl. market research) vs. budget and clients overdue vs obj.;Make sure all commercial data and documentation are accurate and properly maintained (see details in sales assistant’s job description); Manage sales assistant/sales support/project manager (if direct report)

 

We Value:


•    Bachelors or Masters degree or equivalent, food science related major preferred; 
•    5+ years of flavor or food ingredients sales experience, with extended product expertise (product, market, consumer, technical/technology) and passion for flavors and food Ingredients
•    Fluent Chinese and basic English skills in reading and writing.
•    Advanced Sales, Negotiation, and Presentation skills
•    Good team player, seen as a strong partner by the development teams involved in clients’ project.
•    Strong business acumen (pricing, sales & profitability, Firmenich P&L, expenses, client overdue...) and Supply Chain understanding (product life cycle, demand planning, order pattern...)

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