Category Support & Key Account Manager - (Emulsifier Expert)

Camlin Fine Sciences (CFS); Mumbai; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

Camlin Fine Sciences (CFS) is seeking a seasoned Bakery Ingredients Sales Specialist to own and grow key bakery accounts across India, focusing on revenue, profitability and customer retention.

You will work with bakery R&D, production and procurement teams, support regional sales with technical-commercial expertise, and lead trials, reports, and supplier negotiations to drive commercial growth.

Qualifications

• B.Tech / M.Tech / M.Sc in Dairy Technology, Food Technology, Food Science or related discipline.
• 5-10 years of experience in B2B sales, technical sales or key account management in dairy ingredients, dairy processing, stabilizers, emulsifiers, hydrocolloids or food ingredient business.
• Practical exposure to paneer and ice cream manufacturing strongly preferred.
• Existing relationships with dairy plants, R&D teams and procurement teams advantageous.
• Ability to travel extensively for customer visits, trials and business development.

Responsibilities

• Own and grow assigned bakery key accounts across India with focus on revenue and profitability.
• Build relationships with bakery R&D teams, production heads, procurement managers, quality teams and business leaders.
• Support regional sales teams with technical-commercial expertise.
• Prepare monthly sales plans, pipeline reviews and forecast reports.
• Negotiate commercial terms, annual pricing contracts and supply agreements in alignment with management objectives.
• Monitor competitor activities, ingredient innovations, pricing trends and emerging customer requirements.
• Achieve annual sales, profitability and new business acquisition targets.
• Coordinate with R&D teams for customized blends and customer-specific product development.
• Prepare technical trial reports and commercialization plans.
• Support successful scale-up and commercial implementation at customer plants.

Skills

Strong communication

Relationship-building

Negotiation

Travel readiness

Cross-functional coordination

Education

B.Tech / M.Tech / M.Sc in Dairy Technology, Food Technology, Food Science or related discipline preferred.

Job description

• Bakery Emulsifiers (DATEM, SSL, GMS, Lecithin)
• Cake Gels
• Enzyme Solutions
• Dough Conditioners
• Functional Bakery Blends
• Shelf-Life Enhancement Solutions
• Specialty Ingredients for Industrial Bakery Applications

Key Responsibilities

Own and grow assigned bakery key accounts across India with focus on revenue, profitability and customer retention.

Build strong relationships with bakery R&D teams, production heads, procurement managers, quality teams and business leaders.

Support regional sales teams with technical-commercial expertise.

Prepare monthly sales plans, pipeline reviews, opportunity trackers and forecast reports.

Negotiate commercial terms, annual pricing contracts and supply agreements in alignment with management objectives.

Monitor competitor activities, ingredient innovations, pricing trends and emerging customer requirements.

Achieve annual sales, profitability and new business acquisition targets.

Technical Application & Trial Conversion

• Conduct bakery trials at customer manufacturing facilities.
• Demonstrate performance benefits of emulsifiers and bakery ingredient systems.
• Troubleshoot dough handling issues, loaf volume reduction, crumb structure defects, texture inconsistencies and shelf-life challenges.
• Recommend appropriate ingredient dosage and processing parameters.
• Coordinate with R&D teams for customized blends and customer-specific product development.
• Prepare technical trial reports and commercialization plans.
• Support successful scale-up and commercial implementation at customer plants.
• Convert technical evaluations into long-term commercial business.

Cross-Functional Coordination

Work closely with R&D, QA, regulatory, production, supply chain, dispatch and commercial teams for smooth customer service.

Ensure timely sample dispatch, COA/specification support, technical documents and complaint resolution.

Follow up on outstanding payments, credit terms and documentation as per company policy.

Maintain discipline of daily/weekly reporting, visit planning and CRM/customer records.

Required Qualification & Experience

B.Tech / M.Tech / M.Sc. in Dairy Technology, Food Technology, Food Science or related discipline preferred.

5-10 years of experience in B2B sales, technical sales, application support or key account management in dairy ingredients, dairy processing, stabilizers, emulsifiers, hydrocolloids or food ingredient business.

Practical exposure to paneer and ice cream manufacturing is strongly preferred.

Existing relationships with dairy plants, R&D teams and procurement teams will be an added advantage.

Ability to travel extensively for customer visits, trials and business development.

Area - Expected Knowledge

Bread Applications

Dough conditioning, loaf volume, crumb softness, shelf-life management

Aeration, batter stability, texture and moisture management

Dough rheology, spread control, texture optimization

DATEM, SSL, GMS, Lecithin and application functionality

Bakery Ingredients

Enzymes, improvers, hydrocolloids and specialty blends

Commercial

Cost-in-use calculations, negotiation and value selling

Quality/Regulatory

Product specifications, complaint handling and food safety basics

Behavioral Skills

Strong communication, presentation and relationship-building skills.

Customer-first approach with ability to convert technical problems into business opportunities.

Result-oriented, disciplined in follow-up, reporting and target achievement.

Good negotiation, problem-solving and cross-functional coordination ability.

High ownership, travel readiness and ability to work independently.

Key Performance Indicators

Monthly/quarterly sales value and gross margin achievement.

New key account development and repeat business conversion.

Number of successful plant trials and trial-to-commercial conversion ratio.

Customer visit discipline, pipeline health and forecast accuracy.

Timely collections, complaint closure and customer satisfaction.

Ideal Candidate Profile

A technically strong bakery ingredient professional capable of discussing bakery process challenges with R&D and production teams while independently driving commercial growth, customer relationships, technical trials and business conversion.