Job Summary
Protect and grow key strategic assigned accounts through and selling techniques while continuing for new, profitable opportunities and projects for Kalsec solutions. The successful candidate will achieve this by meeting both face to face and virtually with key buying influencers and demonstrating the value of Kalsec solutions through end use-application presentations and demonstrations as well as negotiating to maintain current and new business with ingredient buyers. This role should work towards growing the relationships with individuals and teams to be broader and deeper to form “partnerships” and develop win-win solutions at assigned key strategic accounts.
Essential Job Functions
1. Primary contact for assigned accounts. In essence, the “face” of Kalsec with these accounts.
2. Responsible for sales volume and gross margin growth with each customer on Kalsec products by the development and execution of a strategic business plan for your customers and geography aligned with international and national initiatives and campaigns. In collaboration with internal and external cross functional team members lead sales efforts to meet or exceed goals.
3. Develop new opportunities always striving to increase the quality of communication between Kalsec and assigned customers. Frequent review of projects, contracts, agreements, price quotes, sales revenue, and budget vs. actual sales.
4. Maintain professional and technical knowledge by attending educational workshops as assigned, keeping a technical journal, reviewing professional publications, establishing personal networks, and participating in professional societies.
5. Proficient in the delivery of customized presentations to key accounts. Responsible for determining the presentation objective and managing the planning of resources needed in collaboration with all stake holders.
6. Strive for greatest possible coverage with assigned accounts by using direct sales contacts and leveraging relationships for new contact introductions.
7. Continually gather and assess information on pricing, product quality, applications, changing trends, economic indicators, and competitive activity.
8. Develop annual forecasts for assigned accounts and utilize with supervisor to establish sales objectives to meet individual and company goals.
9. Maintain clear records of activity with each assigned account including projects and their progression, correspondence, contacts, and opportunities in Salesforce.com.
10. Actively build sales opportunities pipeline to match assigned budget revenue (or higher) and drive opportunities from initial identification and qualification to sales fruition and closure through all stages in Salesforce.com.
11. Communicate progress of projects and changes in demand with the relevant internal contacts. Use your initiative in prospecting activities and work with the marketing team such as R&D as needed to ensure pipeline growth to meet assigned KPI’s.
12. Monitor, expedite, develop, and assist with support functions for customers such as technical and applications information, customer experience, marketing, regulatory, QA, accounting, operations, and logistics.
13. Represent Kalsec at tradeshows, meetings, and conventions.
14. Work collaboratively with the technical team, marketing, and product management to develop strategies for potential new or modified products.
15. Fulfill the duties and responsibilities of the position in a fashion consistent with KALSEC VALUES.
16. Be aware of the company's Q.A. policy and objectives. To observe these policy provisions and fulfill in all respects the requirements of his/her job. Q.A. procedures as defined in the quality manual shall be strictly observed.
Education / Experience / Skills
* Business Master Degree and minimum 7-years of relevant industrial food ingredient selling experience preferably with flavors, flavor extracts, natural colors, and other functional ingredients. Technical background and MBA preferred, but not required.
* Excellent negotiation and communication skills. Success in building relationships with professionals at all organizational levels with internal and external customers. Good understanding on channel partner management.
* Hunter profile.
* Strong team player.
* Greater experience in MS Excel, MS Word, MS PowerPoint, MS Team, Salesforce (SFDC), LinkedIn, Powerbi.
* Home office.
* Languages: French, English mandatory. Arabic (North Africa dialect) would be a plus.
Physical Demands
* Work from home.
* Greater than 50% travel with assigned accounts.
* International travel as needed.
* Occasional weekend-travel.
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