IFF is looking for an experienced Sales Manager, Animal Nutrition & Health, Thailand to support the continuously growth of Animal Nutrition in Asia.
Deliverables for the position:
• Drive business growth in Animal Nutrition & Health products and solutions within territory
• Manage Key accounts and distributors to accomplish of financial targets, sales & profit targets and cost management within territory with timely sales execution
• Collaborate with regional sales, technical, marketing and application & other functional teams to execute and driven sales & marketing plan
• Prepare and update annual business plan within territory
• Maintain & update account profiles and account plans, call reports & opportunity pipelines in sales force
Objectives:
- Build deeper business relationship with key accounts & understand customers needs to position our portfolio to grow business share.
- Identify key market/trends/customer segments and accounts to develop solid business growth plan with sales, technical, marketing and service tools
- Collaborate & provide direction to channel partners to reach milestones and accelerate progress in customer buying cycles
- Proactively Build up Opportunity pipelines with existing & new products portfolio, applications and new market segments
- Submit monthly reports (customers’ call reports, competitive updates, market dynamics) and keep timely updates to teams for growth opportunities and risk mitigations
- Proactively Update competition landscape and market intelligence survey once a year
- Provide/Coordinate first level supports to Key accounts and customers, including training to distributors sales team and work with Technical and application teams for technical training and on-site technical service
- Execute Marketing events & local initiatives
How you will contribute and lead
- Manage & achieve targeted sales and business objectives within the defined territory in line with Animal Nutrition & Health, regional market/business strategy, annual sales budget Plan for long term growth plan
- Manage key distributors/channel partners to ensure channel strategy are in place and their sales objectives and targets are met or exceeded.
- Expand new direct Key accounts & build good relationships to define & adopt growth strategy with direct accounts
- Ensure seamless commercial execution (pipelines developments, contracts negotiations to order fulfilments & account receivables) by working with Sales leaders, technical and marketing and other functional teams to provide guidance and ensure smooth coordination of business processes
- Execute & drive territory sales and activity plan per agreed budget to increase thought leadership, promotions and leads generation.
- Monthly update of 12 month rolling forecast of products & liaise with supply chain group, production and Sales team to ensure proper and smooth supply to customers marketing
- Maintain, update, monitor and provide progress reports on opportunity pipeline project list
- Create and maintain account profiles, account plans & call reports in sales force
- New products and concepts introduction to customers to increase sales
- Update business development activities, competitive and market intelligence
- Help to develop and implement marketing strategies & manage territory marketing activities with events, collaterals, print advertising& conduct market surveys as needed
- Understand the market needs, able to do market assessment for new products and technology, financial assessment of needs and solutions provided.
- Provide guidance /training to customers/distributors with regards to product selection & performance
- Provide guidance/pitch to customers/distributors regarding product selection and performance optimization & trainings needs
- Develop joint plan with distributors/channels for Animal Nutrition & Health products selling, offering services, understand market scenarios, help to develop the strategy, monitor our business with them, understand business model etc.
- Add innovative animal science and nutrition knowledge and solutions to customers and adding value to their business
- Maintain active technical learning that ensures company technical leadership in the market place
- Ensuring territory specific technical needs and opportunities are effectively communicated to internal stakeholders and develop programmes to explore the opportunities to meet customer needs
- Regular updates to regional industry leader, sub-regional industry sales leader on market/key account development, sales and competitive activities
What you will need to be successful
- Bachelor’s degree and above in business, veterinarian, animal husbandry or animal nutrition, or related field
- Minimum of 10 years sales experience, 5+ year in sales of feed additive products (e.g., Enzymes, Probiotics, etc.)
- Excellent track record of building strong customer relationships & commercial technical executions in Animal Nutrition & Health segments especially in developing and managing complexity in direct Key accounts
- Strong knowledge of the Animal Nutrition & Health Industry
- Experienced channels/distribution management capability to drive target plans
- Successful track record of transforming opportunities into sustainable business growth
- Self-motivated & driven individual who can accomplish tasks & follow through with minimal supervision
- Willingness to travel more than 50% of working time
- Ability to interact & influence at multiple levels in customer organizations, including owners & senior management and operational level
- Possess agility & ability to perform a wide variety of tasks and change focus as demands change; aptitude for conflict management
- Collaborative – work closely with multiple internal stakeholders – regional sales, technical, marketing, application teams to leverage and execute growth plans
- Strong organization skill with systematic approach to be successful in food processing industry
- Strong interpersonal skills & networking capability
- Proven selling and negotiation skills
- Excellent English communication – written, oral and presentation skills
We are a global leader in taste, scent, and nutrition, offering our customers a broader range of natural solutions and accelerating our growth strategy. At IFF, we believe that your uniqueness unleashes our potential. We value the diverse mosaic of the ethnicity, national origin, race, age, sex, or veteran status. We strive for an inclusive workplace that allows each of our colleagues to bring their authentic self to work regardless of their religion, gender identity & expression, sexual orientation, or disability.
Visit IFF.com/careers/workplace-diversity-and-inclusion to learn more
