Job Title: Account Manager
We are a family-owned global leader in plant-based ingredients and a leading provider of pharmaceutical excipients. Our mission is to make a difference by collaborating with customers and partners to imagine and offer ingredients that better feed people and treat patients.
Position Purpose:
The Account Manager will be responsible for customer sales, account, and interaction management. The role will deliver sales/profit targets and development through prospecting and leveraging on business development opportunities.
Key Accountabilities:
* Delivers Sales targets/variable margin for the assigned AREA or segment through prospecting and leveraging on business development opportunities.
* First level interface between customers & Roquette
* Detect new customers and identify potential opportunities.
* Lead and coordinate customer interactions.
* Sales funnel/customer portfolio monitoring
* Lead negotiation process from initial offer through contracts/pricing
* Provide information for market intelligence (market data, competitor information, etc…)
Technical Skills:
* Good knowledge of production processes in food industry.
* Understanding of the use of starch derivatives and competitive products (other than starches)
Other Required Skills:
* PROSPECTION 1.1 Portfolio Balance
* 1.2 Customer insights
* 1.3 Networking
* 1.4 Leads Management
* 1.5 Sales Calls technique
* 1.6 Digital enablers
* SOLUTION OFFERING 2.1 Customer, Competition knowledge
* 2.2 Technical Product knowledge
* 2.3 Customer solution development
* 2.4 Pricing strategy
* 2.5 Offer NEGOTIATION 3.1 Negotiation preparation
* 3.2 Negotiation tactics
* 3.3 Discounts & rebates ACCOUNT MANAGEMENT 4.1 Roquette operating model
* 4.2 Internal collaboration
* 4.3 Customer management
* 4.4 Commercial policy
* 4.5 Digital enablers
Qualifications/Requirements:
* Masters/bachelor's degree in business or/and Engineer (technical formation)
* Experience in Roquette business and sales.
* Mandatory: Italian & English (Fluent)
* Digital requirements: Able to use all the main Microsoft tools (Excel/PPT…)
* SAP ERP and Sales Force CRM knowledges Business Trips (percentage): 50/60%