Ingredion

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Director, Global Key Accounts

Director, Global Key Accounts

Requisition ID 
2017-2900
Job Locations 
US-IL-Westchester
Job Family 
Sales (SA)

More information about this job

Responsibilities

Position Location:    Westchester, IL

Business Unit:            Corporate-Global Key Accounts

 

Primary Function

Lead and deliver profitable growth with key, global, strategic customers - Mondelez and PepsiCo. Develop and deliver new programs addressing customer needs to ensure double digit growth worldwide. Lead and coordinate global activities across regions for these key customers. Drive cross-functional and regional teams in close collaboration with regional leaders and functional leaders.  Enable strong customer connectivity by building and expanding networks and relationships at all levels. Ensure strong engagement of Ingredion organization and executives with relevant customer peers.

 

Key Deliverables

  • Deliver annual Sales results
    • Sets and delivers aggressive annual Goal
    • Ability to accurately predict annual sales results
    • Actively manages results by understanding deviations vs Goal and implement appropriate action plan
    • Make balanced decisions based on what is the best for Ingredion, short and long-term
    • Support Supply Chain in improving forecast accuracy
  • Customer Needs identification
    • Identify and anticipate future customer needs
    • Demonstrate understanding of the value delivered to customer through accurate quantification and effective communication with the customer
    • Build and expand strong opportunity pipeline designed based on customer needs and aligned with regional-and corporate targets
  • Customer Strategy
    • Develop Strategic account plans in conjunction with the regional and global stakeholders
    • Plan and integrate activity at the customer with the objective to maximize the outcome of the yearly negotiation
  • Deliver the Innovation Promise
    • Sets and delivers aggressive annual Innovation Promise Goal
    • Lead the Process of delivering innovative solutions through mobilizing the right internal resources
  • Identify new growth opportunities
    • Identify and deliver new markets and applications for existing products
    • Identify new growth opportunities and proactively liaise with marketing as appropriate
    • Develop Sales in Emerging territories
  • Global Account Management
    • As part of the Global Account team and under the VP Global Accounts guidance, implement the global account strategy
    • Provide reports and information to the Global Team on a quarterly basis
    • Gain cooperation and build effective teams across departments and functions to achieve profitable account growth
    • Set the appropriate priority  internally in the context of the entire business
  • Customer Relationship Management
    • Clearly Identify key decision makers, influencers and gatekeepers in the customer’s organization and develop an effective network
    • Establish credibility at strategic customers by effectively managing the information flow from within and outside the customer organization
    • Expert at Customer Relationship Management – at all levels within the customer organization

 

Qualification Requirements:

  • Bachelor degree in Food Science. Master’s degree or MBA is a plus.
  • Minimum 10 years’ experience in B2B sales
  • Work experience within Food, Ingredient, Pharma, or Specialty Chemicals industries
  • Global experience and /or successful management of global territories/portfolio working with multi-national / international customers
  • In-depth knowledge of sales processes, advanced questioning skills
  • Proven ability to plan and think strategically, ideally demonstrated through experience in strategic marketing role or similar roles.
  • Proven track of external and internal complex negotiations
  • Proven track record of working in matrix organizations internally/externally across regions and functions
  • Expert knowledge of customer brands, market dynamics, culture and technologies
  • Excellent communication & presentation skills
  • Able to manage complex situations with multiple locations
  • Strong networking and influencing skills
  • Computer literacy in Office, particularly in Excel and Powerpoint
  • Fluent in English required, fluency in any additional European language is a plus

 

Desired behaviors & experiences:

  • Drive for results, establishes high performance goals and standards
  • Strong business acumen with a ability to act as customers voice, while driving growth
  • Able to deal with high level stakeholders
  • Ability to create global networks and leverage organization and executives
  • Decisive with leadership qualities
  • Strong drive and team player capable of working across cultures, regions and functions internally as well as externally
  • Able to drive major programs
  • Able to withstand pressure
  • Interpersonal skills and good communicator
  • Willingness to travel extensively

Relocation Available?           Yes, within Region

Job Grade:                            J