North America Sales Manager - Trenton, United States - FrieslandCampina

Description

North America Sales Manager - Cell Nutrition

At FrieslandCampina Ingredients North America we are looking for a Sales Manager with extensive experience in the Cell Nutrition market for the North America region.

Sales position works remotely from their home base and is part of the team in our Regional Sales Office in Paramus, New Jersey.

The Sales Manager in conjunction with Cell Nutrition leadership, will develop an account plan for Cell Nutrition strategy; build and strengthen customer connectivity as a total solutions provider; drive profitable growth; ensure the best demand forecast; responsible for agreed volumes and gross profit for the defined group of customers; and collaborates with the Cell Nutrition Product Development, Customer Services; R&D, TSS, Production and QA Marketing teams to win in the market.

Posses a thorough understanding of the customer decision-making process, key influencers, and end-users of their sales group products to grow Cell Nutrition segment within the region by creating a pipeline of sustainable customers using value-based selling techniques.

Develop, implement and communicate account planning, opportunity management, contracting, forecasting, relationship building are core responsibilities.
Must know competitive landscape and trends along with cell-based technology.
North America Sales Manager - Cell Nutrition


Functional Duties

• Contribute to the development of a sales policy for the cell nutrition segment, based on channel development, promotions, price, presentation, distribution, and product development in the form of projects
• Maintain current business and create a pipeline of sustainable Cell Nutrition customers creating customer interest in our products, learning firsthand who the decision-makers are, the key influencers, the end-users, the customers competitors, and identify competitive threats.
• Develop a comprehensive understanding of the existing Cell Nutrition product portfolio (Hydrolysates)
• Develop an account plan to build short and long term growth opportunities
• Deploy successful value-based selling techniques along with price management/value pricing concepts
• Partner with TSS to develop winning concepts showcasing our products
• Assume linking pin between the account and internal partners (Sales services, Product Development, R&D, TSS, MarCom, Delhi Manufacturing site)
• Proactive utilization of CRM ) to inform and connect by keeping it up-to-date with customer/prospect contact info, visit reports, opportunities, competition, and relevant information
• Prepare proposals for contracts, leads and/or participated and/or support negotiations, including defining the negation strategy
• Prepare monthly business review, including market insight, competition & segment trend
• Align with Demand Planning, CMOs, and customers to achieve forecast accuracy and on-time delivery
• Source and strengthen customer relationships through virtual programs sponsored by FCI, attend conventions, annual meetings, trade associations, and seminars.
• Demonstrates learning agility through continuous development of professional skills (digital savviness, social selling, giving and receiving feedback, influencing, customer and competitive landscape, market trends, powerful presentations, and etc. to win in the market)
• Ability to travel domestically and internationally up to 30-40%
• Establish an effective and efficient sales (support) organization (including price, promotion, and conditions policies), in line with the Sales Strategy, resulting in the agreed-upon quantitative and qualitative sales targets/forecasts
• Proactively connect with Customers and examine the needs of customers and translate them into opportunities for the Business Group Ingredients
• In collaboration with TSS, Product Group Managers, MarCom, R&D, and Sale Leads to monitor innovation programs from a customer perspective (run in time, budget, customer requirements)
• Monitor programs for the improvement of customer satisfaction on a continuous basis (logistics, quality, data)
• Maintain in-depth knowledge of the customer (business intelligence) with regard to their products, marketing, competition, processes and strategy. Digest this into a strategic account yearly framework
• Stimulate co-development by determining consumer needs, looking for claims, and turning them into concrete innovations

What we offer
At FrieslandCampina Ingredients we take good and transform it into
great
FrieslandCampina Ingredients is a world-class, global leader in dairy value-added, healthy, and functional ingredients and solutions.

The markets and our customers are highly dynamic and to make a difference we are commercially obsessed with understanding the needs of our customers and the consumers.

We are purpose-driven and every year we raise the bar in bringing high-quality, value-add ingredients and solutions to our customers.

Our ambition is to nourish the world, be specialists in proteins and gut health, not just milk proteins.

FCI helps customers win in the market, especially where nutrition matters most such as infant & toddler nutrition, adult performance, lifestyle, healthy aging along with medical and cell nutrition industries with natural, value-added ingredients.

Vacancy description

Key Knowledge and Skills

• Bachelors of Science in Chemistry, Regulatory or related science; Masters is preferred
• 3 plus years of business development success in Hydrolysates in Cell Nutrition (BioPharma or Cell Culture Medium) within established network of customers in the US
• Experienced in Account Planning, Forecasting, Value-Based Selling, and successful execution of budgets
• Proven track record in working well in a teams environment and building profitable accounts (new and existing)
• Demonstrated knowledge of Cell Nutrition customers and competitive landscape
• Passion for sales, business development, and customer satisfaction
• Camera-ready and connects well with others
• Possess a positive can-do attitude, is engaged and energized to deliver results
• Excellent strategic thinking, time management, planning, and organizational skills
• Proactive, curious, eager, and enthusiastic
• Proven ability to develop new accounts and to successfully influence stakeholders to generate positive outcomes
• Inspirational/Motivational/Team Builder skills
• Ability to work under pressure with ambiguity and tight deadlines
• Team player in a multidisciplinary and multiregional team. Willingness to share and connect with the team.
• Possess excellent verbal and written English communication skills
• Must demonstrate learning agility and professional growth
• Possess sound time management, customer care, and commitment mentality
• Demonstrated ability to lead a project, set and meet smart KPIs, being proactive, and acting independently to network his/her way within the organization.
• Ability to work with ambiguity and under pressure while managing competing deadlines
• Advanced working knowledge of MS Word, PPT, Outlook along with sound navigation skills to expediently learn new/use technology systems.
• Ability to operate effectively in a network/matrix reporting lines
• Possess influencing skills and the ability to develop strong rapport and relationships with internal and external customers to ensure worry-free service is delivered
• Ability to work effectively and efficiently (avoids batting emails around)
• Must be self-driven and possess the ability to work independently and collaboratively with a commercial team

We believe that we need to embrace the challenges we are faced with so we work tirelessly to increase nutritional benefits, new sensory experiences, and innovative application methods to bring more goodness to our products and the customers we serve.

The markets and our customers are highly

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