Account Manager / Sales Representative, North and West (Francophone) Africa

LOCATION:                          France - proximity to the airport

REPORTS TO:                      Sales and Technical Services Manager, MENWA 

DIRECT REPORTS:              NONE

WORKPLACE TYPE:           Remote

The Account Manager / Sales Representative is responsible for managing customer sales and technical activities for the assigned customer portfolio to deliver strong business growth throughout the region, with the aim of exceeding annual plan and strategy targets. The role will involve managing existing Customers, as well as uncovering and developing new business opportunities in line with the segment strategy.

Core Responsibilities:

• Business growth – Deliver exceptional business growth and goals for the segment/region. Creating cross-selling opportunities within the existing customer portfolio. Winning business with current and new target customers.

• Account Plans – Develop and executing account plans, using the Company systems and processes, to grow Ingredion’s sales share at customers. Ensure the account plans are well communicated and developed with internal and external stakeholders.

• Price and contract management – Implement competitive and value add pricing to ensure maximum value for Ingredion. Conclude annual contract negotiations on prices, payment, and delivery terms, ensuring Ingredion grows in line with its business goals and ambitions.

• Delivery of customer projects – Seek out and identify growth opportunities at customers to drive growth of Texture and Healthful Solutions. Initiate growth projects with existing and new customers to ensure the project targets are met in full. Ensure customer project briefs are received and validated in line with Ingredion’s brief requirements.

• Innovation and technical support – Represent Ingredion and be the point of contact for your customer base requiring technical support, in close collaboration and with support of our Technical Service team, Bring new ideas and concepts for consideration on a regular basis. Be the voice of customer for our customer base in the assigned region. Accelerate sales of recently launched products. Identify new pockets of growth and emerging trends.

• Customer Centricity & Experience - Continuously develop and broaden the relationship with Customer including building the stakeholder network at customers. Create a positive customer experience across relevant functions and seniority levels. Meet the activity targets by increasing presence and connections at our customers, retailers, and food service providers. Own the Customer Experience at the customer interface, ensuring surveys are followed up promptly and the customer receives the appropriate service and experience in-line with our Customer Segmentation model.

• Internal Stakeholder Management - Develop an effective working relationship across relevant functions. Utilise and allocate available internal support such as Technical Service, Marketing, Customer Services, Supply Chain and Finance to lead and/or support efforts in project development, supply planning, debtor management and other activities.

• Management of Customer Relationship Management data – Comply with best practices and company standards for data management and reporting. This includes SalesForce.com and other software packages such as CPQ where the Sales Representative is ultimately responsible for data accuracy and completeness. Forecasting is of critical importance for Ingredion’s operational and financial planning, the Sales Representative is responsible for working closely with Customers and Supply Chain to ensure we have accurate sales forecasts.

• Continuous development and learning – Fully adopt company standards in Sales Excellence and use available learning opportunities to stay current with new developments in the sales and commercial area.

Qualified candidates will have:

Mandatory requirements:

• Degree qualified in Food Science, Chemistry, or another related discipline.
• Commercial/sales experience in the food ingredients industry with a proven track record of delivering projects, sales, and business growth
• Exceptional commercial acumen and understanding of factors impacting bottom line results.
• Passionate about sales, account management and driving growth.
• Understanding of food processes and end formulation.
• French speaker
• The role will require regular travel throughout the region to visit customers and other Ingredion sites.

Desirable requirements:

• Experience working in a food ingredients distributor / manufacturer
• Working knowledge of Specialty Ingredients is desired.
• Arabic speaker

Required behaviors and skills:

• Win with Customers – Understands and shapes needs. Create distinctive value. Build deep relationships.
• Drive for Results – Drives execution whilst remaining flexible. Identifies improvement opportunities. Targets and prospects to accelerate the sales cycle.
• Inspire and Influence – Energise and Motivate others. Effectively influence to drive a successful outcome.
• Willing to try new approaches, learn and fail fast with the ability to adapt quickly.
• Entrepreneurial mindset, laser focus on the customer and how we can win in the market.
• Resourcefulness – Implements resourceful solutions to problems.
• Persuasion – Negotiates to close.
• Advisor – Understands the customer’s knowledge, context and experience when evaluating the best solution.

Relocation available:  No

Relocation Available:

No

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, gender expression, sexual orientation, pregnancy, marital status, veteran status, military status, or disability status.