ofi (olam food ingredients) is an operating group born out of Olam. ofi offers sustainable, natural, value-added food products and ingredients so that consumers can enjoy the healthy and indulgent products they love. It consists of industry-leading businesses of cocoa, coffee, dairy, nuts, and spices. ofi has built a unique global value chain presence including its own farming operations, farm-gate origination, and manufacturing facilities. ofi partners with customers, leveraging its complementary and differentiated portfolio of on-trend food products, to co-create solutions that anticipate and meet changing consumer preferences as demand increases for healthier food that's traceable and sustainable.
Our new Food & Beverage Solutions Platform draws on the strengths of our five product platforms - their global and sustainable supply chain capabilities, complementary portfolio of naturally good food and ingredients offerings, and extensive ingredient expertise to address a diverse range of customer requirements in our unique and rapidly evolving Asia Pacific Food & Beverage industry. Built on deep consumer, category, and application understanding, we are taking our application and R&D capabilities to the next level so that we can provide an end-to-end integrated customer experience and open more on-trend and inspired product ideation opportunities. Together we can be the change to co-create product innovations that delight consumers, and make your ambitions real.
Summary:
Reporting into the Beverage Category Lead, the incumbent will:
- Grow the sales of our beverage category within our newly formed division - Food and Beverage Solutions.
- Leveraging on OFI's 5 ingredients (Coffee, Dairy, Nuts, Cocoa and Spices ), drive this business within food service channel targeting at chain accounts.
- New product introductions, distribution, and inventory within the country
Responsibilities:
- Hunt for new opportunities on a daily basis to widen/deepen our beverage offerings in chain accounts.
- Make daily in person sales calls to develop customer relationships.
- Prepare and execute data driven sales presentations to customers using materials from our marketing and insights team.
- Demonstrate the ability to kick start business objectives with knowledge in this sector.
- Capture market & customer insights. Analyse performance & forecast trends to identify commercial improvement opportunities
- Monitor & report actual / forecast sales performance, analysing data and taking corrective actions as necessary.
- Identify & capture opportunities to cross-sell / upsell ofi ingredients, developing & presenting solutions to customers
- Identify, evaluate and recruit new Food & Beverage Solutions customers to expand market reach
- Manage contract negotiations / renewals & ensure adherence to contractual agreements
- Onboard new channel customers and provide ongoing engagement to F&B Solutions customers, ensuring they are well-versed in ofi's single ingredient products and sales processes. Provide updates on product changes, market trends etc
- Develop value-generative, long-term relationships with customers that result in increased sales and margins.
- Ensure full alignment of commercial approach with all key ofi stakeholders (products / categories / marketing etc)
- Partner with IQFS & Operations to align sales strategy & product offerings with technical and operational capabilities and customer needs.
- Oversight of supply chain aspects for key customer accounts. Track & manage product warehouse inventory, including periodic ageing analysis and ensuring rotation / timely stock liquidation
- Partner logistics and support staff to ensure excellence in contract execution, inventory management, stock ageing, rejections, debtors and vendor payables. Lead the internal response to customer issue resolution.
- Participate in external events as needed to achieve strategic objectives (e.g. trade fairs)
- Maintain in-depth technical knowledge of ofi products.
To be successful in this role, the incumbent should possess:
- Recognized degree / diploma qualification in business / food science
- 5 years of related sales experience in key account management. Beverages as a category an advantage
- Experience in B2B Sales / Key Account Management; development of differentiated customer solutions; Chain Account Management
- Must be a results-oriented sales professional with excellent verbal/written communication skills and has an entrepreneurial mindset
- Understanding of basic financial metrics such as gross profit and other calculations.
- Ability to work independently yet in a matrix level with marketing and R&D
- Must pay attention to detail, strong analytical skills and deadline driven.
- Good commercial acumen and ability to stay on top of the market on consumers trends
- Excellent customer relationship management
- Good technical understanding of products
At ofi, we celebrate our diversity. ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment decisions will be based on qualifications, merit, and business needs.
