Location: Castelo Branco, SP, Brazil
Purpose: The purpose of this role is to make IFF the partner of choice for enzymes, cultivating and developing professional and productive relationships with existing and potential customers that help to reach strategic revenue growth and profit goals.
Major accountabilities: Account management: Leading the sales process at the existing accounts for Brewing and Distilling segment in Latinoamerica South, providing a stellar level of service through his/her personal interactions with customers and potential customers with an important degree of independence and involving the relevant members of the internal team when neededMarket Assessment and monitoring: Evaluating the competitive landscape to collaborate in developing a differential strategy and execute the agreed business strategy to grow in the segmentBusiness Development/ Pipeline Management: Identifying and developing new opportunities keeping constant records through our pipeline management tools (SFDC)Internal House Keeping (forecast rollout, financial updates, financial outlooks, demand meetings, SFDC continuous updates, credit/collection, between others) Main responsibilities: Achieve sales revenue and gross profit targets for the Brewing Enzymes business unitManage and build relationships with existing customer with independence of application area to multiply conversations and speed up processes Identify customers' strategies, needs, and pain-points, as well as market trends and competitive environment, that could open new business opportunities or risks for IFF H&BBe aware and understands the customers' organizational structure, key decision makers, strategy, portfolio, performance, and market share, working continuously to strengthen her/his network at all levels within the customers' organizationDevelop account plans for key customers, with specific growth and defense strategies for them Manage all aspects of the selling processMaintain an accurate sales forecast for her/his accounts and work closely with demand planning, providing monthly forecast guidanceAct as a link between the customers and all IFF's areas (Customer Service; Application; Marketing & Communications; Logistics; Regulatory Affairs; Quality Assurance; Credit; others), meeting the requirements and service expectations of customers along the sales cycleFollow up on customers' complaints and requests, coordinating internally to provide the best solution in the shortest possible timeDevelop and manage an evergreen opportunity pipeline, strongly focusing on advancing the projects that are in progress and continuously creating new opportunities by offering technical and commercial solutions to customers Update opportunities in SalesForce as they progress Job Qualifications: BS in Chemical Engineering or Food ScienceBrewmaster preferred and experience in production is a plusIndustry/customer knowledgeSales and/or tech service in the Brewing and Distilling Industry preferredAbility to collaborate with a cross functional team activityHunting and entrepreneur skillsOwnership/AccountabilityNegotiation skillsAbility to travel 50-60% of the time Key Requirements You are a professional with a brewing and distilling background, holding a degree in brewing, with Food Science or Chemical Engineering background You demonstrate a passion for the brewing and distilling industry and have a solid practical understanding of fermented drinksYou have several years of sales and/or account management experience, with a demonstrated business and commercial acumenYou collaborate with others and perform well in cross-functional teamsYou are self-motivated and like to be challenged while working for a dynamic organizationYou have strong organizational skills and can prioritize in a dynamic environmentYou hold yourself accountable and are always motivated to improveYou possess good negotiation skills, both internally and externallyYou can develop and implement short- and long-term goalsYou possess strong business acumen, problem solving skills, and analytics to assist in decision makingYou are customer centric You will be reporting to the Food Biosciences Sales Leader for LATAM and support/work closely with the Application Specialist Brewing and Distilling for the region.
You will directly manage global and regional accounts, promoting IFF Bioscience.
You will be supported by the various groups across the business including Communications, Marketing, Product Management, Applications, R&D, Operations, and Finance to achieve a common goal.
It's an exciting time to be part of the IFF Health and Biosciences Platform.
We are the catalyst for discoveries that spark the senses and transform the everyday.IFF is a leading innovator of ingredients transforming the food industry.
At the heart of our company, we are fueled by a sense of discovery, constantly asking "what if?" That passion for exploration drives us to co-create unique products and applications in dairy and cultured dairy products.
IFF is a global leader in taste, scent, and nutrition offering our customers a broader range of solutions.