Tate & Lyle Public Limited Company is a London based, global supplier of diverse food and beverage products and solutions to food and industrial market.

Tate & Lyle's purpose, Transforming Lives Through the Science of Food, inspires everything we do. Whether it’s by making food and drink healthier and tastier; continuously improving how we work; promoting a safe working environment; or making a difference to our local communities, we believe we can successfully grow our business and have a positive impact on society.

With almost $3 billion in sales and 5,000 employees worldwide, we serve the customers in 12 countries.

Position Summary

The Sr. Sales Account Manager - Distribution NOAM is a critical role to deliver against the company’s future growth ambitions, especially via distribution channel.

The individual will take the responsibility for building the relationship with one of the most strategic distribution partners in North America. Accountability will be to deliver the operating plan and strategic path for the distribution business in North America.  The ideal candidate should have experience in direct or indirect sales with a focus on food & beverage market. Previous experience managing a distribution channel to market model is an advantage. Core competencies include business savviness and growth mind-set, integrity, collaboration, curiosity and analytical strength.  

The Sr. Sales Account Manager - Distribution NOAM will partner with our distribution partner, their teams and the end customers to achieve metrics designed to ensure sustainable growth. Ability to work with various internal and external functions is critical. Ability to work in matrix organization and manage diverse projects is required. 

This position offers excellent growth potential due to its impact on regional P&L, internal & external relationship exposure and overall visibility.

Principal Duties & Responsibilities

• Grow the business via Distribution channel

• Manage the relationship with the biggest distribution partner in the region

• Develop an in-depth strategy & Business Development Plan for growth in cooperation with distribution partner across the product lines in North America

• Drive all sales activities in conjunction with the partner and other supporting functions such as marketing, technical support etc.

• Train and support distributor to improve selling ability, pursue key prospects and opportunity pipeline

• Proactively develop the regional opportunity pipeline in coordination with the technical support managers to ensure a permanent growth pattern

• Maintain and update Distribution and Agreement in cooperation with Legal

• Negotiates Distributors price list and terms of sales for high value food, beverages as well as consumer and industrial ingredient products

• Support the development of the technical understanding of the portfolio and solutions

• Develop account plans for the major accounts in the region in partnership with the distributors

• Develop segment plans in partnership with the distributors for strategic segments in the region

• Manage and monitor the sales forecast for his/her/their assigned territory

• Monitors, analyses, and evaluates market performance and customer feedback to identify customer “pains”, in order to generate solutions

• Monitors, analyses and evaluates market trends, consumer behavior and competitor activity to identify market opportunities for products/services

• Supports distributor in organizing customer seminars, visits with Technical Sales manager and attend exhibitions

• Support Distribution partner trade show activities including utilizing shows to schedule key customer meetings

• Write and attach call reports and market competitive activities in the CRM system

• Maintain/Improve intimacy with the customers in core market segment

• Provide Voice of Customer (VOC) feedback to internal functions

• Use Customer Value Creation (CVC) methodology and be capable to articulate the Value Proposal of our offering at our customers versus Most Likely Alternatives (MLA)

Requirements

Education

Relevant business/management degree; ideally combined with science studies or degree

Experience

Preferred >5 years of experience in direct sales or distribution management, R&D, Technical Services/Support or Account Management functions within the Food/Consumer & Industrials products areas, ideally with companies producing Functional Ingredients to this industry

Professional and Personal Skills

Professional Skills

• Sales mindset

• Experience in Distribution go to market is preferred

• Strategic thinking including experience in formulating strategies and implementation

• Strong business acumen, good financial understanding and ease with IT tools

• Good communication and presentation skills.  Advanced negotiation skills vital

• Autonomous, strong leadership profile with the ability to lead distributors

• Team spirited and at ease with multicultural and matrix environments

• Strong relationship builder and opportunity seeker

• Willingness to innovate

• Ability to travel in the territory to fulfil the needs of the role (approx. 30% of work time)

• Technical skills allowing a good understanding of Tate & Lyle portfolio, applications and related processes is an advantage

• Analytical approach

• Project management skills (planning, prioritization, deadline and result oriented)

• Customer centric

• Customer Value Creation (CVC) methodology

• Ability to work in a Matrix organization and a good team player

• Ability to drive change in an agile manner and get people behind you

• Working knowledge in Microsoft Word, Power Point and Excel as well as Salesforce

Personal Skills

• Result driven, both quantitative and qualitative

• Team spirit vs Individual performer

• Proactive & a can do spirit

• Self-motivated and having the initiative to carry out projects from inception to finish

• Listening skills – listening to the Voice of the Customer (VOC) is critical

• Open-minded:  open to new ideas and suggestions (either from customers or internally) and takes others input seriously

• Creative: to solve customers’ issues or answer their needs with win-win solutions

• Good interpersonal and public speaking skills for handling distributors enquiries, product/concept presentations and trainings

• Customer obsessed with a curious, optimistic, and positive mindset

• Ability to create trust and maintain confidentiality

• Good adaptability to changes

• Integrity

Tate & Lyle complies with all local/state regulations requiring salary range transparency.

When determining final compensation, we take into consideration: skillset, job scope, knowledge, prior experience, cost of living, market data, budget availability, and other factors as permitted by law.

The salary range for this position is:   $89,000-$150,000 

In addition to competitive pay, we offer a comprehensive Total Rewards package that includes but is not limited to:

• Medical, Dental, Vision coverages
• Paid time off package, including vacation, sick time, and 16 weeks of paid parental leave
• 401K with company match
• Company paid life insurance
• Additional benefits at not cost to employee such as:  Lifestyle Spending Account, Identity Theft protection, Employee Assistance Program, telemedicine and more!

In addition to your Total Rewards, culture and ED&I are very important to Tate & Lyle.  We offer multiple Employee Resource Groups (ERGs) that support various communities.

California Consumer Privacy Act ("CCPA")

The Company is committed to complying with the California Consumer Privacy Act (“CCPA”) and all data privacy and laws in the jurisdictions in which it recruits and hires employees. We collect the following categories of personal information for the purpose of hiring the best qualified applicants and to comply with applicable employment laws: Name and contact information; Job preference and work availability; Social Security Number and/or other identification information; Education and qualifications; Employment history and experience; Military service; Reference and background check information, including relevant criminal history and credit history; Social media information; Pre-employment test results; Post-offer medical examination information and results, including drug test results; Voluntary self-disclosure information regarding minority, veteran, and disability status; and Information provided by you during the hiring process.

Tate & Lyle is an equal opportunity employer, committed to the strength of an inclusive workforce.