Senior Account Manager, Industrial Solutions

Responsibilities

• Management of Sales Territory – Organize sales territory and customer account coverage according to Ingredion’s requirements.
• Make scheduled sales contact with regular and perspective customers to cultivate and maintain relationships with various buying influences within customers’ organizations.
• Independently manage time, territory, account management and decision making that support both the regional and national account programs as well as our overall strategy.
• Organize a sales operating strategy which includes the identification of business opportunities and variables effecting customers and markets.
• Direct Customer Sales – Actively identify and contact appropriate customer targets in the assigned territory; monitor and direct the effective use of technical, marketing and other company resources throughout the customer sales cycle; close customer transactions in an efficient and professional manner.
• Understand thoroughly corn market factors to construct and present to customers a contract that is either firm priced or grain related.
• Strategic Support – Contribute to and support the strategic business plan and adjust tactical sales plans to developing market conditions.
• Actively support National Account Managers to provide coverage and information as necessary to support business objectives.
• Maximize market position and profitability on both value added and core product lines.
• Communication – Establish and maintain inter-departmental communication and relationships.

Provide appropriate support and timely feedback to all participating departments to maximize attainment of company objectives.

• Communicate with Customer Service and Operations to ensure their knowledge of customer needs.
• Problem Solving – Analyze complex business situations and problems and direct successful solutions.
• Engage in functional problem solving with internal and external customers regarding issues and the opportunities for issue resolution.
• Reporting – Develop, maintain, and coordinate an information system on customers, regional markets and prospects.

Regularly disseminate this information (including spreadsheets and word-processing documents) to appropriate internal groups.

• Contract Negotiations – Negotiate annual contracts with customers and manage the development, accuracy and delivery of those contracts.
• Customer Relations – Coordinate customer and company needs with internal departments to maximize sales and profitability.

Provide immediate analysis of customer issues and employ problem solving intervention tactics to obtain successful solutions and total customer satisfaction.

Responsible for all sales and business activities for certain key regional accounts with multi plant locations outside of assigned territory.

• Communication – Develop and maintain effective channels of communication with the field sales group in order to better communicate all issues related to pricing, market trends, sales initiatives, technical requirements, new product development applications and overall market direction.

Understand the competitive landscape, monitor competitive developments and activities of competitors in the marketplace.

Maintain communication with customer service and credit to assure both customer needs and contract obligations are being met.

Communicate with demand planning team for timely and accurate forecasting.

Effectively communicate this information to management and sales team members.

Requirements

• Bachelor’s degree in chemistry or related science or equivalent work-related experience in an industrial environment.
• Superior knowledge of the corrugating industry including competitors, their products and the markets they serve.
• Knowledge of the corrugating/packaging industry is an asset.
• Demonstrated ability to manage day-to-day activity of National Account locations where the contract has been negotiated outside the assigned territory.
• Demonstrated ability to independently manage time and territory.
• Demonstrated ability to assume a macro approach to sales within assigned territory by utilizing Ingredion’s global resources.
• Demonstrated ability to coordinate many complex activities/projects simultaneously as well as closing the sale.
• Demonstrated strong written and verbal communication skills with proven proficiency in disseminating information in a timely and accurate manner.
• Demonstrated knowledge and use of PC’s, proficient level of experience with spreadsheet and word processing tools.
• Must travel up to 50%.
• Hard Skills
• contract negotiations
• account management
• sales strategy
• problem solving
• market analysis
• customer relationship management
• sales forecasting
• business opportunity identification
• data analysis
• territory management
• Soft Skills
• communication
• time management
• organizational skills
• independent decision making
• interpersonal skills
• strategic thinking
• collaboration
• customer service
• adaptability
• negotiation

Certifications & Qualifications

• Bachelor’s degree in chemistry
• related science degree
• equivalent work-related experience
• Industry Keywords
• corrugating industry
• packaging industry
• national accounts
• market trends
• competitive landscape
• customer needs
• sales cycle
• value added products
• core product lines
• industrial environment
• Tools & Technologies
• spreadsheets
• word processing tools
• information systems
• CRM software
• sales operating systems
• data reporting tools
• communication platforms
• forecasting tools
• project management software
• customer service software
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