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Sr. Manager, Global Key Accounts - Middleborough, United States - Ocean Spray Cranberries
Description
Ocean Spray is hiring for a(n) Sr. Manager, Global Key Accounts We're a team of farmers, thinkers, creators, and doers.Whatever your title, whatever your role — it always comes back to this:
we're a farmer-owned co-op where everyone rolls up their sleeves to get the job done. Three maverick farmers started it all — and we've been making our own way ever since.
Position Location:
We're all about flexibility. This will be a
remote
role
based out of our corporate headquarters in Lakeville, MA. We are open to remote candidates.
The Key Account Manager (KAM) is responsible for business development and account management activities in the Ocean Spray Ingredients business.
Managing Director for Global Ingredients, the scope of responsibilities is broad and critical to the business performance and delivery of results.
The KAM will manage a set of key global and/or national customers with strategic importance as they offer growth potential for Ingredients from new business, share growth, joint business planning and multi-year partnership based on Ocean Spray's value proposition.
This role will interact directly with Ocean Spray's brokers, agents and Ocean Spray sales team members who have shared responsibility for delivering business results.
The KAM will identify, steer, and help manage new business opportunities and project pipelines, drive the end-to-end business development process within enterprise accounts, generate business cases for new customer initiatives, and represent the company in contracting and deal discussions, especially in situations where a central buyer is managing global category spend.
The KAM plays a critical role engaging internal stakeholders (R&D and culinary, marketing, planning, supply chain and operations, grower relations and sourcing, legal and finance) for the fulfillment of customer needs.
A Day in the Life...
Develop, own and execute the annual sales plan and LRP for the Key Accounts portfolio of customers and deliver the AOP and LRP business targets for volume, margin and new product development through coordination with regional brokers, agents and team members.
Develop account plans for each customer that deliver annual volume and margin targets and identify relevant strategic initiatives to create "sticky" customer relationships that will drive the highest possible wallet share and position Ocean Spray as preferred supplier with incumbency.
Conduct new and existing customer development by building out strong relationships in enterprise accounts across customer stakeholders and buyers involved in purchasing decisions; engage with customers' procurement, R&D, QA, marketing, culinary sustainability, manufacturing plants while also pursuing higher level relationships in C-suite.
Drive new business activities for volume and margin growth through product development by developing relationships with customer R&D stakeholders; manage the project management activities for key projects and steer internal R&D efforts.
Direct the sales forecasting activities for Key Accounts to ensure forecast KPI adherence; support the supply chain and planning activities in support of customer volumes and new projects, and other activities that enable new footprint initiatives.
Build and develop strong relationships with global/regional/local internal stakeholders to have a clear understanding of critical priorities and objectives to meet Key Accounts business goals and identify and align on action plans that translate into business opportunities.
Support the network of OSI account managers, brokers and agents globally who have regional direct engagement with offices, plants, buyers in regional markets of Key Accounts; lead and participate in global and/or regional key account governance externally including negotiating multi-region supply agreements, where possible, and engage to support handling of challenging business events if they occur.
Collect, analyze and assess market intelligence relevant to the Key Accounts to devise relevant strategies for customer engagement, new business proposals, and category thought leadership utilizing up-to-date knowledge of market data, available consumer insights and analytics solidifying Ocean Spray as essential advisor.
As a leader, engage to coach, guide and influence team members to enable their best commercial performance, execution of sales processes, and furthering their skills and capabilities to perform.
Represent Ocean Spray Ingredients at trade events to promote the company when needed and relevant with Key Accounts.What We Are Looking For:
Required
Bachelor's degree in Business or Food technology or equivalent (Master degree preferred).
Demonstrated track record in the multi-national food industry and up to 20+ years of experience in strategically developing new customers, new products and new market segments while maximizing volumes, sales margins and customer profitability, and managing end-to-end processes.
10+ years of experience working in B2B, preferably in the food ingredient industry, with all levels of management and consulting with key business stakeholders as a trusted partner.
Excellent public speaking skills and effectiveness making sales presentations to customers including key buying influencers and C-suite executives.Excellent computer software skills include Word, Excel, and PowerPoint. Direct experience with CRM software and account management systems, and a mindset that commitment to using these tools works.
Mindset that working inside a global organization offers unlimited growth opportunities and personal development from the ongoing exchange by people: sharing of ideas, culture, life experiences, business learnings, and personal goals and interests.
Ability to travel up to 50% or more depending on business or customer need.Preferred
Master's Degree
Education:
Bachelor's or University Degree (Required)
Master's Degree (Preferred)
Work Experience:
Years of Experience:
At least 10 Years of Experience
Annual Salary:
$112,400 - $154,600
The base salary range information above serves as a guideline of the position's typical hiring range.
We value and appreciate what makes you unique and will consider a variety of factors when determining an offer.
These factors include, but are not limited to, your skills and experience, external and internal benchmarks, as well as overall company considerations.
Benefits:
Complete insurance package on Day-1 that includes a plethora of health and wellness programs
Health, Dental and Vision insurance
Health savings account
Flexible spending account
Life and accident insurance
Employee assistance program
Telehealth services
Fertility benefits
Transgender benefits
1:1 health coaching and more
401(k) with up to 6% Company matching; additional potential discretionary match at year-end
Short-Term Incentive/Performance bonuses
Flexible scheduling options
Vacation pay, up to three weeks of time (pro-rated for your first year of employment)
Holiday pay for 12 holidays
Career development and growth opportunities
Tuition/Education assistance programs
Access to LinkedIn Learning
Scholarship programs for children of employees
Parental leave
Bright Horizons Family Solutions – Back-up care, tutoring, etc.
Adoption assistance
Bereavement leave
Up to $300 fitness reimbursement
Up to $300 massage reimbursement
Employee appreciation events
Employee discounts
Charitable giving
Who We Are:
You might have our iconic cranberry juice in your fridge or have gotten into heated holiday debate about what's better - canned or fresh cranberry sauce.
But did you know that the hardworking people growing the superfruit in our products are 700 family farmers that own our cooperative? They entrust us with what is most precious to them to create new and innovative products that will delight consumers and grow this beloved brand today and into the future.
Team members, farmers, consumers and communities alike-we value what makes us unique and strive to connect our farms to families for a better life by living our values:Grower Mindset – We embrace our grower-owners innovative spirit and heritage through confidence, learning and focus on the future.
Sustainable Results – Guided by purpose, we are focused on delivering results for our grower-owners.
Integrity Above All – We are ethical, doing the right thing for our grower-owners, customers, consumers and each other
Inclusive Teamwork – We build diverse and inclusive teams that strengthen our cooperative.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status.
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