- Commercial responsibility and leadership across a defined segment of Dairy & Plant Based Dairy Beverage customers. Customers include emerging brands/medium CPG/co-manufacturers.
- Assigned customer's sales P&L ownership & delivery against key performance measure aligned to Kerry's growth pillars.
- Commercial contract & long-term supply and innovation agreements ownership and negotiation to manage margin and create clear avenues for profitability.
- Directly owning and building key relationships across stakeholder functions at each of the customers and internally with the key cross-functional colleagues.
- Deliver on a pipeline of sustainable growth for Kerry through a deep understanding of customers and their business strategies, their functional requirements and delivery of a business review process and framework for driving Customer Experience & Satisfaction.
- Develop and execute commercial strategies through the framework of robust account planning.
- Leading a clear and proactive pipeline of customer engagements to build a margin appropriate project pipeline to deliver year on year and long-term growth platforms.
- Maintain an external bias with a strong knowledge of customer needs, market trends and consumer preferences to enable prioritization of Kerry's investments to drive growth.
- Ensure that appropriate resources and actions are recommended to address customer-based issues including competitive threats, product and service complaints, and information discrepancies.
- Lead in the development of customer specific annually budgeting & 5-year growth forecasts.
- Delivery against budget objectives and executing against appropriate actions to achieve and/or exceed sales budget targets.
- Continually gather pertinent information to allow Kerry teams to successfully make sound business decisions on the viability of commercial projects.
- Lead the progression of key customer projects by ensuring communication flow between customer and relevant cross-functional teams to execute on plan.
- Responsible for the overall accuracy of the customer demand plan and its impact on driving improved S&OP and OTIF%.
- Bachelor's degree in business, Communications, Food Science, Chemistry, or related discipline. MBA is preferred.
- 4+ years progressively responsible, post baccalaureate experience in related Sales, technical or R&D roles within a food company.
- Experience in Ingredient, Flavors or Functional & Active sales channels, preferably with existing relationships within retail customers covering areas of dairy & plant based dairy beverage.
- Sales systems & operations knowledge: CRM, Customer Segmentation, Customer Lifecycles and Analytics.
- Working knowledge of the dairy complex & ingredients and the correlating price inputs as it relates to price risk management & margin management.
- Experience with building deep customer relationships and converting those relationships into increased sales, innovation, and top line growth.
- Communicate effectively with all stakeholders – employees, customers, peers, and external networks.
- Experience building strategic plans with demonstrated ability to formulate customer activation strategies and turn them into clear compelling, actionable plans and results that are informed by the external landscape and deliver year on year growth.
- Allocate and leverage resources against priorities, collaborating with peers to maximize and focus Kerry technology and resources.
- Make decisions informed by strong commercial understanding balanced with deep market and consumer insights.
Account Manager - Rochester, United States - Kerry
Description
Requisition ID 48346
Position Type (US)Full Time
Career Function Sales
Recruiter
Posting Type DNI
Leading to better encompasses all we do at Kerry, it's how we've become the worlds leading taste and nutrition company. Whether it's building and manufacturing sustainable solutions for food, beverage or pharmaceutical consumers, our commitment to lead the world to better nutrition drives us forward. With 24,000+ colleagues across the globe and 15,000+ Kerry products, your opportunities are limitless.
About the role
The Account Manager – Dairy & Plant Based Dairy Beverages holds full accountability for leading and directing sales execution against a defined set of customers aligned to the channel growth strategies. The role will drive the development and execution of the commercial go to market strategy and will be accountable for delivering sustainable top line growth and margin expansion to the business with new and existing customers. The role will work collaboratively with the marketing, culinary and RD&A teams to bring innovation and improved solutions to customers.
What would you do?
What will you need to be successful?
About Kerry
Kerry is the world's leading taste and nutrition company for the food, beverage and pharmaceutical industries. Every day we partner with customers to create healthier, tastier and more sustainable products that are consumed by billions of people across the world. Our vision is to be our customers' most valued partner, creating a world of sustainable nutrition. A career with Kerry offers you an opportunity to shape the future of food while providing you opportunities to explore and grow in a truly global environment.
Compensation Data
The typical hiring range for this role is $89,175 to $134,984 annually and is based on several factors including but not limited to education, work experience, certifications, location, etc. In addition to your pay, Kerry offers benefits such as a comprehensive benefits package, incentive and recognition programs, equity stock purchase and retirement contribution (all benefits and incentives are subject to eligibility requirements).
Kerry is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age disability, protected veteran status or other characteristics protected by law. Kerry will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion of a background investigation and drug screen. EEO is the Law poster can be found here. Additional information can also be here .
Beware of scams online or from individuals claiming to represent us. A Kerry employee will not solicit candidates through a non-Kerry email address or phone number. In addition, Kerry does not currently utilise video chat rooms (e.g., Google Hangouts) to conduct interviews. Refuse any request that asks you to provide payment to participate in the hiring process (e.g., purchasing a "starter kit," investing in training, or something similar). Kerry will not ask you to pay any money at any point in the hiring process with the exception of reimbursable travel expenses. In addition, any payments made by Kerry will be from official firm accounts bearing the Kerry name.