Cargill Distribution Sales & Account Manager Personal Care Americas in New Jersey
Distribution Sales & Account Manager Personal Care Americas
Cargill provides food, agriculture, financial and industrial products and services to the world. Together with farmers, customers, governments and communities, we help people thrive by applying our insights and over 150 years of experience. We have 150,000 employees in 70 countries who are committed to feeding the world in a responsible way, reducing environmental impact and improving the communities where we live and work.
The FIBI Enterprise is committed to increase sales and profitability in the Personal Care Industry.
The Distribution & Account Manager Personal Care is accountable for building and developing distributor and key customer relationship and insights with key personal care customers in Americas (NA & SA), and ultimately a profitable business from a portfolio of specialty and commodity ingredients from Cargill businesses (texturizers, emollients, emulsifiers, humectants ...)
She/He will lead the implementation of Cargill Personal Care Strategy at selected distributors across the Americas, from the selection process to the sales agreement and defining business growth plans.
The Distribution sales manager will develop a partnership relationship with distributors and work closely with them, monitor the project pipeline and provide logistic, quality, applications or marketing support as appropriate to enable achievement of business growth.
This position will manage few key accounts in the region and will be responsible to build strong customer relationship in multiple functions (purchasing, R&D, Marketing…), and to develop a deep understanding of the customer’s drivers of success, corresponding requirements, identifying key decision makers.
The Distribution & Account Manager Personal Care is playing a leading role in customer related project to insure the delivery of a high value and differentiated solutions meeting customer’s needs and leveraging this success to strengthen a long-term business relationship.
Commercial accountability includes reaching margin & volume targets according to the personal care strategy and establishing growth through innovation. Furthermore, accountability involves deploying marketing tools such as customer account plans & segmentation, delivering value propositions, and gaining industry knowledge and translating this back into the broad personal care organization: sales, marketing and application teams.
50% Achieving Commercial Growth Targets - Build, Develop & Maintain internal / external customer / customer relationships.
Achieves the commercial volume, revenue and contribution margin targets for her/his portfolio of distributors & customers in the region.
Builds and monitors forecasts and sets annual fiscal year sales budget.
Initiating, developing, and maintaining long/lasting customer working relationship and building partnerships with distributors.
Being accountable for the overall success of the distributor and customer relationship in the Americas.
Lead the implementation of distributor strategy across the Americas.
Lead negotiation on distributor contract agreements.
Monitor distributor performance: sales results, follow up and execution of the project pipeline…
Define, discuss and agree with distributors / partners on business growth plan.
Accountable for managing all steps in sales process. Starting with pre-sales discussion on terms & conditions, negotiate and close sales, winning new business, through execution and payment for the product. As required involve Product Manager or Sales Support and other support functions during the process.
Manages credit and counterparty risk management
Understands customer strategy, competitive environment, and needs.
Builds Customer Account Plan and monitors execution.
Identifying/ building relationships with a broad set of key gatekeepers, influencers and decision-makers at distributors, customers and across the cosmetics industry in the Americas.
25% Research and identify customer/ business needs
Researching and identifying customer requirements and expectations
Possessing and continuously developing deep knowledge of the distributor and customer’s business strategy and requirements
Ensuring that sales and marketing strategies and tactics are effectively aligned with the regional and local marketplace practices
Establish regular connections with PC sales counterparts in other regions to effectively support strategy at global key accounts.
Co-ordinate with Marketing to capture customer and consumer trends. Provides input into business understanding of customer segments, supply and demand dynamics.
Identify and communicate value-creation opportunities across Personal Care group.
25% Solution proposal and development / negotiation to sales execution
Maximizing the ability to deliver new/ existing value propositions and solutions
Within the framework of the defined portfolio of services for your customer: connect with personal care teams: quality/ regulatory, applications, marketing, product manager, sales peers to develop irresistible solutions for your customer.
Provide technical presentations at distributor and customer to present new product launches and concepts.
Be creative / proactive in proposing tools to support the development of the distributor business
Possessing solid expertise on negotiation techniques that focus on strengthening the customer relationship and “win-win” outcomes
Supporting the translation of business plans and sales strategies into account specific growth plans
Executing customer pricing with established market pricing policy and proceeding accordingly.
Overseeing proposal development; helping create offerings that represent maximum value to the customer and Cargill
Minimum Required Qualifications
Bachelor or Master minimum, in Chemistry or Biology
Minimum of 7 years’ experience in sales (account management) in the cosmetic / personal care industry in B2B or distribution
Deep understanding of the Cosmetic / Personal Care industry from the ingredients supplier to cosmetic manufacturer (branded and retail brands…)
Experience with customer initiated cross functional project management
Technical understanding or background on cosmetic formulations, process, ingredients
Strong listening, understanding and influencing skills,
Demonstrated Innovating and Conceptualizing competencies,
Excellent collaboration/interpersonal skills,
Basic understanding of personal applications: skin, hair & oral care.
Good structured communication skills
Ability to work with cross functional and multi-cultural teams
Strong Conviction, Courage and Integrity,
Motivated by achieving high performance
Fluent in English
Wiliness to travel 40% to 50% of the time
Working experience in a complex matrix-organization
Customer driven, networker, curiosity, good listener,
Able to think out-of-the-box
Takes initiative and is a good closer,
Takes ownership, is resilient,
Team Builder and Inspiring Role Model,
Fluency in Spanish
This position is posted internally as well as externally
Equal Opportunity Employer, including Disability/Vet.
Primary Location US-New Jersey
Job Type Standard
Shift Day Job
Req ID: NEW01229