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Account Manager

Company Overview

Want a job you can feel good about? Leading to better encompasses everything we do at Kerry, it's how we've become the world's leading taste and nutrition company. Whether it's building sustainable solutions for consumers or building benefits and opportunities for employees, the main thread of the Kerry fabric is #LeadingToBetter. With focus on a sustainable future, a career with Kerry is something you can feel good about.


Leading to better.


Through sensory science and technology, Kerry develops and manufactures food and beverage solutions for popular brands throughout the world. In fact, you've most likely experienced Kerry in the food or beverages you've consumed in the past few days!


Leading to better, together.?


Together, we shape how the world views food and beverage.? Leading to better, together means we do this in a culture that nurtures agility, speed, quality and safety and we do this through:



  • Celebrating curiosity that leads to action

  • Empowering our people

  • Promoting diverse thinking

  • Investing in innovation

  • Acting on sustainability

  • Embracing our differences


Kerry is an equal opportunity employer. Employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age disability, protected veteran status or other characteristics protected by law. Kerry will only employ those who are legally authorized to work in the United States for this opening. Any offer of employment is conditional upon the successful completion of a background investigation and drug screen.



Description and Responsibilities

Responsibilities:



  • Responsible for achieving sales goals at Global CPG account across targeted Kerry technologies.

  • Create sustainable growth for Kerry through a deep understanding of and execution against customer?s business strategies and objectives.

  • Develop and execute NA strategic plan and support development of a global strategic plan.

  • Support and collaborate with the global account team in the development and implementation of a globally aligned strategic plan consistent with Kerry's offerings and customer?s overall strategic direction.

  • Perform in-depth market research of customer and the markets in which they participate. Develop and implement individual regional strategic plans that are aligned globally and consistent with Kerry's offerings and customer?s overall strategic direction.

  • Develop senior-level relationships with customer. Identify and establish key challengers and coaches.

  • Maintain accountability for governance and stewardship for consistent and uniform margin management. Manage financial and commercial terms and agreements in accordance with Kerry policy.

  • Review internal progress and facilitate initiatives to develop and maintain business support information for the account team.

  • Establish Kerry as a long-term supplier at customer by developing, maintaining and expanding strong customer working relationships at multiple levels and functions.

  • Participate in development of annual sales budget targets for assigned territories. Strive to meet budget objectives and take appropriate action to achieve and/or exceed sales budget targets.

  • Ensure that appropriate resources and actions are recommended to address customer-based issues including competitive threats, product and service complaints, and information discrepancies.

  • Review sales figures to ensure that there has been no business lost or margin erosion. Pursue and support long-term divisional growth through the development of overall strategies for sales territories.

  • Identify and recommend new technologies and new market opportunities. Execute customer-pricing programs against sales market- and customer-based pricing policies and procedures.

  • Communicate pricing changes that would improve effectiveness in obtaining divisional and territorial objectives. Work with appropriate commercial team to provide competitive price quotes that will maximize sustainable growth and profit return.

  • Identify and develop project opportunities with assigned accounts.

  • Continually gather pertinent information to allow Kerry Commercial Technology Teams to successfully achieve project objectives.

  • Lead the progression of key customer projects by ensuring communication flow between customer and relevant cross-functional areas. Communicate key issues, project milestones, potential opportunities and risks, customer requests and needs to appropriate cross-functional team members. Advise on any changes or activities that directly or indirectly affect current or future business.

  • Attend and participate as appropriate in Kerry and customer plant visits, scale-ups, R&D seminars, R&D work sessions and HQ visits. Provide assigned Customer Service Representatives with guidance on the needs and expectations of key and specific customers to ensure high-quality service. Provide forecasting assistance.

  • Utilize Sales and Marketing Support functions to assist sales efforts as well as develop and build Kerry image and presence as primary supplier at customer.

  • Provide competitive and customer-based market information on an ongoing basis.

  • Up to 50% travel for business meetings and customer visits. Majority of travel is within the U.S.



Qualifications

Experience/Skills Required for the Role:



  • Bachelor?s Degree required, Master?s preferred

  • 3-5 years progressively responsible, post baccalaureate experience in related technical, R&D, or sales role within a food company

  • Experience in CPG or Dairy food ingredient industry

  • Experience and knowledge of the operations function, specific to understanding how product development, project solutions and process support is handled within manufacturing

  • Previous experience leading and managing teams

  • Ability to manage multiple, complex priorities within demanding timeframes

  • Experience in selling a variety of food ingredient products and technologies to customer accounts, aligned to taste and solutions

  • Proven ability to work successfully on cross-function teams

  • Experience in budgeting and account planning

  • Experience negotiating and communicating pricing



  • Demonstrated ability to problem solve, execute, and provide strong input to strategy

  • Strong track record of managing and implementing action plans



  • Excellent communication (verbal and written)

  • Clear thinker and communicator, with the ability to clearly articulate and influence across all levels of an organization, both internal and external

  • Ability to travel at least 30%


 

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