Cargill Global Key Account Manager Personal Care in New Jersey
Global Key Account Manager Personal Care
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 Global Key Account Manager Personal Care is responsible for developing and executing the Personal Care strategy at her/his designated customers: Global Key Accounts and NA regional accounts.
She/He will be responsible for building strong customer relationship multi layered (including at strategic level) and cross-functional (purchasing, R&D, marketing …), to develop a deep understanding of the customer’s success drivers, corresponding requirements, organizational setup and competitive environment.
The Global Key Account Manager will be accountable to build Customer Development Plans including account plans, identify growth opportunities (short to long term), and lead strategic projects and eventually to reach margin, revenue and volume growth targets.
Commercial accountabilities include price discussions to negotiation business opportunities and to final point of sale and insuring winning new business.
This position will require strong influencing skills across Cargill commercial functions and strong connections with the Personal Care organization globally and across product lines in the BUs.
The Global Key Account Manager will gather market, customer and consumer insights to foster innovation and develop a proactive customer approach in collaboration with the PC Marketing and R&D teams.
She/he will be the customer’s advocate within Cargill and serves as the primary point of contact for strategic discussion within personal care applications.
The Global Key Account manager will provide commercial leadership on global strategic projects which will drive the deployment of the Personal care strategy.
40% ACHIEVE COMMERCIAL GROWTH TARGETS
Build, Develop & Maintain internal / external customer relationships.
Success in the role will primarily be measured by the Commercial Key Result Areas as specified in the Customer Development Plan. Such performance goals will typically include:
Volume / Contribution Margin & revenue objectives.
Analyze customer potential and build customer account plans in personal care.
Creating and managing strategic relationships with Global customers and selected regional customers, across functions and hierarchical levels.
Collecting relevant Customer information: financials, strategic orientation, competitive environment, etc.
Getting an intimate understanding of the Customer’s marketing / commercial / technical strategies and corresponding expectations from (and success factors for) Cargill.
Creating and defining the strategy and long term goals for the customer(s)
30% COMMERCIAL LEADERSHIP:
Organize & coordinate regular communication to the extended Customer team via the CDP and commercial, marketing and project tools available. The CDP and actions list will be updated constantly.
Support and/or lead the business negotiation processes: from price and conditions discussion to point of sale, with the support of the Product Manager.
Support and communicate on a regular basis with the customer sales support teams to ensure the full execution of the sales agreement, review forecast and provide support to help to resolve issues that may arise (availability, quality …)
Support and facilitate the development of strong relationship between customer and Personal Care R&D.
Lead customer projects within the Personal care team and in collaboration with the BUs product lines: contributing to define market potential, timelines, customer key requirements, executing what needs to be done …
Lead strategic work through defining long-term strategies and actions to achieve our commercial targets while meeting customer’s innovation strategy.
Drive successful tactics for customer prospects, satisfaction and retention
Actively participate into the definition of Americas and EMEA commercial strategy.
25% LEAD PROJECT AND FOSTER INNOVATION
Gather and aggregate customers and market needs in term of innovation, products requirements, regulatory constraints
Coordinate with marketing PC team to capture customer and consumer trends. Provides input into business understanding of customer segments, supply & demand dynamics.
Develop a proactive customer approach to create relationship establishing Cargill Personal Care as the partner of choice.
Provide Commercial leadership to global projects: across regions, BUs, platforms … and develop commercial plan including launching, deployment and performance tracking.
Provide support to strategic development projects such as partnerships, JV, M&A…
5% Team player, Coaching & Talent Development
- May coach or develop other account managers, project leaders, product manager
Bachelor’s degree in Chemistry or Biology (or related scientific discipline) OR Economics, Business Administration or Marketing
5 or more years of experience in B2B sales, in the Personal Care Industry.
7 or more years of commercial/sales experience (include experience in B2B in the personal care industry)
Master’s degree in Business Administration (MBA) or Technical discipline
Previous experience in Managing Global Personal Care Accounts
Global Project Management in the Personal Care Industry
Basic understanding of 3 or more personal care applications
Fluent in French or Spanish (writing, speaking and reading)
Demonstrated experience in building and maintaining relationships with key stakeholders
Strong analytical skills and business development skills
Strong negotiation and closing skills
Ability to influence directly and indirectly
Experience with cross-functional and multi-cultural teams
Ability to translate industry/ market trends into new opportunities and solutions
Ability to effectively communicate and partner with customers
Experience in building competitive advantage through the use of technical capabilities and by providing creative innovations and solutions
Customer focused mindset
Good interpersonal & inquiring skills
Adaptable and a broad perspective
Persuasive and ability to deal with ambiguity
Equal Opportunity Employer, including Disability/Vet.
Primary Location US-New Jersey
Job Type Standard
Shift Day Job
Req ID: NEW01228