Sr. Key Account Manager, Healthful Solutions, US/CAN

Ingredion • Westchester, IL

6d • Remote

About The Position

The Senior Key Account Manager, Healthful Solutions, US/Canada role is responsible for developing strategic account plans to create long-term value for customers. This involves establishing strategic relationships, introducing products and services, and coordinating globally. The role requires developing strong multi-level relationships with key customers to drive growth and address challenges. It also involves developing business plans, demand forecasts, and sales strategies, utilizing technical understanding of food ingredients for value selling. Collaboration with various internal teams like Technical Service, Marketing, and Business Management is crucial for closing new opportunities. The role includes conducting market analysis, advising customers on innovative solutions, designing trial plans, and quantifying customer value. Contract negotiation, financial and budget responsibilities, and accurate record-keeping are also key aspects. Effective communication within Ingredion and with customers is essential, along with monitoring the competitive landscape.

Requirements

• Bachelor’s degree in a related field (Food Science, Chemical Engineering) or business.
• 5+ years of direct sales or technical sales experience, preferably in the food, beverage or ingredient industry.
• Proven track record managing and penetrating complex accounts at multiple touch points and delivering results.
• Excellent communication skills, both written and oral, with the ability to prepare and deliver technical and business presentations.
• Strong organizational and time management skills.
• Knowledgeable in financial dealings with customer accounts and proven negotiation skills.
• Ability to engage in functional problem-solving conversations with customers and internal stakeholders.
• Strong computer skills (Word, Excel, PowerPoint), salesforce.com or other CRM experience preferred.
• Willingness to travel up to 50% of the time.

Nice To Haves

• MBA a plus.
• Focus in Protein Fortification, Fiber Solutions and Sugar Reduction/Stevia a plus.

Responsibilities

• Develop strategic account plans to create long-term value for customers, including account strategies, defined objectives, milestones, and specific opportunities.
• Establish strategic relationships with key accounts to sell products, services, and alternative solutions.
• Develop strong multi-level relationships between Ingredion and customers to drive growth and address challenges.
• Work with management to develop a business plan, demand forecast, and sales strategy.
• Utilize technical understanding of food ingredients to introduce value selling or value price concepts.
• Work with Technical Service, Marketing, Business Management, and other key stakeholders to develop and close new opportunities.
• Conduct market analysis of customers, understanding market trends and competitive pricing.
• Advise and work with customers to create innovative solutions.
• Design trial plans utilizing the breadth of technical resources available to create innovation solutions.
• Create solutions based on implicit customer needs and quantify and articulate the current and potential value created for the customer.
• Identify opportunities to solve customer problems with existing products or innovation.
• Create and conduct proposal presentations and RFPs.
• Negotiate contracts with customers and manage the development, accuracy, and delivery of those contracts.
• Develop and achieve budget and control expenses for sales territory.
• Maintain accurate records of all sales activity, including customer call reports, territory sales analysis, quarterly updates, and salesforce.com data.
• Develop and maintain effective communication channels within Ingredion to address pricing, market trends, sales initiatives, technical requirements, new product development, customer requests, and overall market direction.
• Understand and monitor the competitive landscape and activities of competitors.
• Ensure communication with customer service and credit to meet customer needs and contract obligations.
• Collaborate with the demand planning team for accurate forecasting and relay this information to management and sales team members.

Benefits

• Competitive salary and performance-based pay
• Health, long-term savings, and resources for your physical, mental, and emotional well-being
• Medical, dental and vision coverage
• 401(k) plan with an competitive company match

What This Job Offers

• Job Type: Full-time
• Career Level: Senior