Commercial Director ENNOLYS

Company Description

As a global key player in yeasts and fermentation, Lesaffre designs, manufactures and markets innovative solutions for Baking, Food taste & pleasure, Health care and Biotechnology.
Family group born in northern France in 1853, now a multi-national and a multicultural company, Lesaffre is committed to working with confidence to better nourish and protect the planet.
In close collaboration with its clients and partners, Lesaffre employs 11,000 people in more than 50 countries.
Lesaffre achieves a turnover of 3 billion euros.

Ennolys offers biotechnology advances to flavorists, manufacturers in food, perfume and nutraceutical.

This Lesaffre’s business unit combines two activities around the expertise of fermentation. Ennolys develops a wide range of natural aromatic molecules, including vanillin. Being very flexible, its industrial tools are able to ensure toll fermentation for a wide range of natural ingredients and ensure their post-treatment. 100 employees worldwide are committed to naturalness, customer satisfaction and innovation.

Job Description

The Sales Director is responsible for implementing ENNOLYS strategy and managing global Sales and Marketing activities. He is a member of the ENNOLYS leadership team.

Responsibilities

Translate and execute the strategy into a Business Plan

• Implement and execute the strategy in the region according with Business Unit strategy
• Develop and implement regional sales and marketing plans to achieve Ennolys objectives
• Prepare annual budgets (Sales, Marketing and OPEX) for the region
• Monitor and report business situation (revenues, margins, OPEX, account receivables, opportunities)

Support customer/business development in the region

• Establish and maintain relationships with industry influencers and key strategic partners
• Meet with key clients, assisting sales with maintaining relationships and negotiating and closing deals
• Monitor competitor products, sales and marketing activities
• Direct sales distribution development and ensure adequate geographical coverage
• Adjust product and services range, positioning, price strategy and channel/distribution activities to budget and market conditions
• Manage commercial databases including CRM.

Manage sales and Marketing organization

• Coach and develop organization (training, meeting, etc.) according to plan, set performance goals and run performance evaluations
• Manage sales budgets (Revenue and Margins)
• Manage the opportunity funnel meeting & prioritization
• Supervise Marketing & Communication: Marketing Plan, Internal and External communication plan, product management, economic and competitive analysis, market studies.
• Produce and present commercial activity dashboard with relevant monitoring and KPIs.

Integrate our Food and Feed Safety and quality policies in commercial activities:

• Integrate in our commercial offer the strengths and constraints of our QHSE policy and certifications (FSSC22000, Kosher, Halal, Fami-QS, ISO 9001)
• Follow established procedures and processes to ensure Food safety and quality.
• Report any food safety or quality issue or malfunctions to play an active role in continuous improvement.

Participate in the BU leadership team

• Ensure that collectively the BU operates with a high level of professionalism and under the ethical & cultural standards of the group
• Participate and contribute actively to leadership teamwork and decisions
• Participate in Ennolys Security policy and be exemplary regarding the respect of this policy.
• Contribute or represent Ennolys in Lesaffre group projects when required
• Contribute to the elaboration of the Business Unit strategy following group guidelines

Interface with other departments and BU’s

• Interface with Finance, Human Resources, QHSE, Operations, R&D to ensure smooth business operations.
• Participate in S&OP and contribute actively to the elaboration of an accurate demand plan
• Coordinate and prioritize with the R&D manager the business development of Ennatech service offer.
• Ensure that team members maintain the adequate level of contact with other teams and interact in accordance with the group values.

Qualifications

Education:

• Some Scientific/Engineering studies (ideally Biochemical Engineering / Food Engineering / Biotechnology / Bioprocessing) with a minimum of 5 years successful experience combining sales, marketing and/or management experience in a B2B environment or a business/management degree with strong experience in industrial Biotechnology (Probiotics / Cultures, Bio-ingredients, Biopharma or Biocontrol).

Skills & Competencies:

• Excellent in managing customer relationships, negotiation & selling skills
• Knowledge and experience in Strategic / Key Account Management
• A strong sense of service, quality and professionalism
• Strong leadership and interpersonal skills
• Self-motivated, organized personality
• Strategic thinking
• Good language skills (French / English)
• Ability to plan, structure and prioritize
• Ability to work in a matrix and multi-cultural environment

Additional Information

Supervisory Responsibilities

• This position manages a team of 5 persons (1 Marketing and Communication Manager, 1 Sales Representative, 2 Customer Service, 1 Flavorist) and functionally 1 Customer Service in the USA.

Geographical coverage

• The position is based in Ennolys, in Soustons (France). Home Base is possible.
• Frequent travelling (over 50%) to customers and business partners (mostly in Europe and USA).
• Travel to Lesaffre headquarters located in France (Lille area).
• Occasionally to other locations for attending conferences and meetings.