Key Responsibilities & Deliverables
- Know customer business including strategy, size, products, key decision makers, organization, new initiatives, pain points, etc.
- Develop by leveraging on appropriate Connell resources including Marketing team and others, mid to long terms Account Plans. Grow sales in various business segments of the customer.
- Take ownership and accountability for implementing Account Business Plans. Leverage internal system for information related to call planning, customer identification and contacts management, account strategy and planning and customer needs follow up. Master the CRM platform and drive customer relationship management activities, using the CRM system to capture prospects, accounts, contacts, contact activities, tasks, opportunities, sales and all other selling activities.
- Drive and develop solid relationships with the customer and actively drive our internal stakeholder relationship with customers at all levels (top-to-top engagement).
- Drive customer solution activities such as opportunity management, Customer/Innovation/Guru Days, product demonstration, joint sales calls and sample management.
- Establish and maintain customer intelligence, proactively keep abreast of customer's organization updates and changes and leading customer strategies. Keep abreast of market, industry and competitor intelligence and trends.
- Meet or exceed sales growth, profitability, pipeline and other business goals. Manage sales forecasting and DSO.
Key Skills & Abilities
- Bachelor's degree in science/chemistry, business or related qualification.
- Minimum 4 years of direct experience in account management in related segment/industry: beverage, dairy, fat & oils, bakery or nutraceutical.
- Proven track record in successfully managing and growing key accounts.
- Able to engage customers at all levels of their organizations including at top level senior management.
- Strong interpersonal skills with the ability to establish internal and external relationships to serve customer.
- Analytical with strong problem-solving skills.
- Good command of both written and spoken English
Key Personal Attributes
- High integrity and ethical standards, an excellent role model.
- Good communicator and listener.
- Customer-focused, aggressive and results-oriented.
- Team player with demonstrated ability to effectively collaborate on a team with both senior management colleagues and staff.
- Ability to influence, coordinate and lead others particularly within CBC organization.
- Strong negotiation skills.
- Curios and with good learning agility.
