Sr. Sales Account Manager - Distribution NOAM

Tate and Lyle•Hoffman Estates, IL

6d•$89,000 - $150,000

About The Position

Tate & Lyle Public Limited Company is a London based, global supplier of diverse food and beverage products and solutions to food and industrial market. Tate & Lyle's purpose, Transforming Lives Through the Science of Food, inspires everything we do. Whether it’s by making food and drink healthier and tastier; continuously improving how we work; promoting a safe working environment; or making a difference to our local communities, we believe we can successfully grow our business and have a positive impact on society. With almost $3 billion in sales and 5,000 employees worldwide, we serve the customers in 12 countries. Position Summary The Sr. Sales Account Manager - Distribution NOAM is a critical role to deliver against the company’s future growth ambitions, especially via distribution channel. The individual will take the responsibility for building the relationship with one of the most strategic distribution partners in North America. Accountability will be to deliver the operating plan and strategic path for the distribution business in North America. The ideal candidate should have experience in direct or indirect sales with a focus on food & beverage market. Previous experience managing a distribution channel to market model is an advantage. Core competencies include business savviness and growth mind-set, integrity, collaboration, curiosity and analytical strength. The Sr. Sales Account Manager - Distribution NOAM will partner with our distribution partner, their teams and the end customers to achieve metrics designed to ensure sustainable growth. Ability to work with various internal and external functions is critical. Ability to work in matrix organization and manage diverse projects is required. This position offers excellent growth potential due to its impact on regional P&L, internal & external relationship exposure and overall visibility.

Requirements

Relevant business/management degree; ideally combined with science studies or degree
Preferred >5 years of experience in direct sales or distribution management, R&D, Technical Services/Support or Account Management functions within the Food/Consumer & Industrials products areas, ideally with companies producing Functional Ingredients to this industry
Sales mindset
Strategic thinking including experience in formulating strategies and implementation
Strong business acumen, good financial understanding and ease with IT tools
Good communication and presentation skills. Advanced negotiation skills vital
Autonomous, strong leadership profile with the ability to lead distributors
Team spirited and at ease with multicultural and matrix environments
Strong relationship builder and opportunity seeker
Willingness to innovate
Ability to travel in the territory to fulfil the needs of the role (approx. 30% of work time)
Analytical approach
Project management skills (planning, prioritization, deadline and result oriented)
Customer centric
Customer Value Creation (CVC) methodology
Ability to work in a Matrix organization and a good team player
Ability to drive change in an agile manner and get people behind you
Working knowledge in Microsoft Word, Power Point and Excel as well as Salesforce
Result driven, both quantitative and qualitative
Team spirit vs Individual performer
Proactive & a can do spirit
Self-motivated and having the initiative to carry out projects from inception to finish
Listening skills – listening to the Voice of the Customer (VOC) is critical
Open-minded: open to new ideas and suggestions (either from customers or internally) and takes others input seriously
Creative: to solve customers’ issues or answer their needs with win-win solutions
Good interpersonal and public speaking skills for handling distributors enquiries, product/concept presentations and trainings
Customer obsessed with a curious, optimistic, and positive mindset
Ability to create trust and maintain confidentiality
Good adaptability to changes
Integrity

Nice To Haves

Experience in Distribution go to market is preferred
Technical skills allowing a good understanding of Tate & Lyle portfolio, applications and related processes is an advantage

Responsibilities

Grow the business via Distribution channel
Manage the relationship with the biggest distribution partner in the region
Develop an in-depth strategy & Business Development Plan for growth in cooperation with distribution partner across the product lines in North America
Drive all sales activities in conjunction with the partner and other supporting functions such as marketing, technical support etc.
Train and support distributor to improve selling ability, pursue key prospects and opportunity pipeline
Proactively develop the regional opportunity pipeline in coordination with the technical support managers to ensure a permanent growth pattern
Maintain and update Distribution and Agreement in cooperation with Legal
Negotiates Distributors price list and terms of sales for high value food, beverages as well as consumer and industrial ingredient products
Support the development of the technical understanding of the portfolio and solutions
Develop account plans for the major accounts in the region in partnership with the distributors
Develop segment plans in partnership with the distributors for strategic segments in the region
Manage and monitor the sales forecast for his/her/their assigned territory
Monitors, analyses, and evaluates market performance and customer feedback to identify customer “pains”, in order to generate solutions
Monitors, analyses and evaluates market trends, consumer behavior and competitor activity to identify market opportunities for products/services
Supports distributor in organizing customer seminars, visits with Technical Sales manager and attend exhibitions
Support Distribution partner trade show activities including utilizing shows to schedule key customer meetings
Write and attach call reports and market competitive activities in the CRM system
Maintain/Improve intimacy with the customers in core market segment
Provide Voice of Customer (VOC) feedback to internal functions
Use Customer Value Creation (CVC) methodology and be capable to articulate the Value Proposal of our offering at our customers versus Most Likely Alternatives (MLA)

Benefits

Medical, Dental, Vision coverages
Paid time off package, including vacation, sick time, and 16 weeks of paid parental leave
401K with company match
Company paid life insurance
Additional benefits at not cost to employee such as: Lifestyle Spending Account, Identity Theft protection, Employee Assistance Program, telemedicine and more!

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