Key Account Manager - Seasoning

ofi; Bengaluru; On-site; INR 2,000,000 - 3,500,000; Full time

Job summary

ofi in Bengaluru, India seeks an experienced B2B Sales / Key Account Manager to lead sales strategies for Food & Beverage Solutions customers. You will manage customer accounts, coordinate internal stakeholders to grow sales, and drive strategic growth in the market.

The ideal candidate has 8–10 years in B2B technical sales in food/nutraceutical ingredients, strong commercial acumen, and excellent communication skills.

Qualifications

• 8–10 years in B2B technical sales background in food/nutraceuticals raw materials like flavour, colour or other ingredients.
• Experience in development of differentiated customer solutions.
• Strong commercial acumen and negotiation skills.

Responsibilities

• Create, develop & execute strategies, plans, forecasts and reporting, to grow sales / margin.
• Capture market & customer insights; analyze performance & forecast trends to identify opportunities.
• Monitor & report actual / forecast sales performance, 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.
• 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).
• 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 ageing analysis and liquidation.
• Lead the internal response to customer issue resolution.
• Participate in external events as needed to achieve strategic objectives.
• Maintain in-depth technical knowledge of ofi products.

Skills

Commercial Acumen

Technical understanding of products

Analytical skills

Excellent written and verbal comms

Collaboration

Customer Relationship Management

Education

Food technician (preferred)

Job description

About Us: As a leading provider of high-quality food and beverage ingredients, we work with farming communities across the globe to grow, source and produce ingredients that are good for consumers, farmers, and the world around us. We supply household food brands and manufacturers worldwide with cocoa, coffee, dairy, nuts and spices ingredients which are often grown on our own farms and estates and sourced from hundreds of thousands of farmers across ~50 countries. Along with our diverse manufacturing and innovation capabilities, this means we can provide ingredients for a range of products, from a plant-based latte mix to an almond based snack bar or a dairy-free ice cream. Making a positive impact on people and planet is a core component of our Purpose, to be the change for good food and a healthy future. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable, and transparent supply. And whoever we’re with, whatever we’re doing, we always make it real.

Food and Beverage solutions: We have launched a new platform called Food and Beverage solutions, part of our ingredients and solutions reporting unit. This platform consolidates our current category solutions capabilities and innovation infrastructure. We support customers in developing new consumer concepts and application solutions at our four customer solution centers in Amsterdam, Bangalore, Chicago, and Singapore.Food and Beverage solutions leverages the strengths of our five product platforms, including their global and sustainable supply chain capabilities, a complementary portfolio of high-quality food and ingredients, and extensive ingredient expertise. This enables us to address a diverse range of customer requirements in the rapidly evolving Food and Beverage industry. Built on deep consumer, category, and application understanding, we are enhancing our application and R&D capabilities to provide an end-to-end integrated customer experience. This opens up more on-trend and inspired product ideation opportunities. Together, we can co-create product innovations that delight consumers and make your ambitions a reality.

Position Overview

Lead the development, alignment and execution of sales strategy / initiatives for F&B Solutions customers. Manage customer account responsibilities and coordinate internal stakeholders to grow F&B Solutions sales in the market.

Key Responsibilities

• Create, develop & execute strategies, plans, forecasts and reporting, to grow sales / margin.
• Capture market & customer insights. Analyze 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 and market trends.
• 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)
• 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.

Previous B2B Sales / Key Account Management, P&L management (revenue / margin targets)

Experience in Development of differentiated customer solutions

Experience of 8-10 years in B2B Technical sales background in food/nutraceuticals raw material like flavour, colour or other food/nutraceutical ingredients

• Food technician (preferred)

Skills

• Commercial Acumen
• Technical understanding of products
• Analytical skills
• Excellent written and verbal communications
• Collaboration - internal stakeholder matrix
• Customer Relationship Management

ofi is an equal opportunity employer and values diversity. All qualified applicants will receive consideration for employment without regard to racial or ethnic origin, color, age, religion or belief, sex, nationality, disability, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by applicable law.