Sales Head, Dairy, Southeast Asia

About us

We are a global leader in food & beverage ingredients. Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. 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. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we’re with, whatever we’re doing, we always make it real.

Key Responsibilities

• Client Relationship Management: Build, strengthen, and maintain long-term relationships with key accounts, ensuring consistent and personalized service as their primary point of contact.
• Sales Strategy Development: Develop and execute tailored sales strategies to meet revenue and growth targets within the assigned markets, driving both strategic and tactical actions to deliver results.
• Account Growth & Solutions Selling: Identify upselling and cross-selling opportunities to expand market share with existing clients, ensuring that commodity ingredients are aligned with customer needs.
• Customer Advocacy: Act as the voice of the customer within the company, ensuring alignment across departments to meet customer needs and mitigate potential risks.
• Market Insights & Competitor Analysis: Stay informed on industry trends, market shifts, and competitive activities to provide valuable insights to clients and internal teams.
• Negotiation & Contract Management: Lead contract negotiations with key clients, ensuring favorable terms while maintaining long-term, mutually beneficial relationships.
• Performance Reporting: Regularly track, analyze, and report on sales performance, client satisfaction, and feedback to identify areas for improvement and optimize account management.
• People Leadership & Team Management: Lead, mentor, and develop a small team of direct reports, ensuring they have the tools, knowledge, and motivation to succeed.

Qualification & other requirements

Education & Experience:

• Minimum of 14-18 years of relevant experience in B2B sales within food commodities.
• Proven track record of successfully managing sales processes and client relationships in multinational, regional, and local markets.
• Trading background is an advantage.

Industry Expertise:

• Deep understanding of sales processes within the food commodity business, including pricing, contract negotiations, and supply chain complexities.

Leadership Skills:

• Demonstrated experience in managing and developing a team, with the ability to drive results through others while fostering a collaborative, performance-driven culture.

Communication & Negotiation Skills:

• Strong ability to engage with senior management and board-level stakeholders, with exceptional presentation, negotiation, and relationship-building skills.

Personal Attributes:

• Proactive, strategic thinker with excellent problem-solving abilities and a customer-focused approach.
• Ability to thrive in a fast-paced, ever-evolving business environment.

At ofi, we celebrate our diversity. ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, gender, pregnancy, age, disability, veteran status, or sexual orientation. All employment decisions will be based on qualifications, merit, and business needs.