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Director of Key Accounts

Location: Fresno, CA, United States

Job Function: Sales

Req Number: 1094

Description

**Location for this position is Chicago (preferred) or remote in the following states:

AK, AL, AZ, CA, GA, ID, IL, NV, NJ, NM, NY, NC, OR, TX, FL, MN, MT, WI, NE, PA, VA, OH

We are a global leader in food & beverage ingredients. Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we’re with, whatever we’re doing, we always make it real.

Position Summary

The Director Key Accounts will lead the accounts in our Food & Beverage (F&B) Solutions platform and will be a significant contributor to ofi’ s growth strategy with new accounts. As a key player, you will be responsible for driving revenue growth by selling innovative food and beverage solutions to our Consumer-Packaged Goods (CPG) customers by establishing and executing business and sales strategies for specific accounts that drive growth. This role is responsible for driving business growth, drawing on the knowledge and expertise of our offerings and customers to provide a broader range of products and ingredient solutions that are unique and differentiated.

You are business oriented and curious to learn about new products and explore the needs of the customers that contribute to long-term, profitable growth for the company. You will lead contract negotiations and guide the solution sales process, collaborating with internal stakeholders on critical projects to optimize ofi’s product solution portfolio with the customers’ team in innovation, procurement, and co-manufacturing.

Position Responsibilities

Develop long-term partnerships with key accounts and new customers that result in increased solution sales and margins, and value for the broader business.
Develop and execute executive strategic sales plans to meet and exceed sales targets.
Guide the current and new sales process, articulating a path forward for customers with support from internal stakeholders, considering internal capabilities, constraints, competitive circumstances, and strategic priorities.
Understand current and new customers’ needs and solutions to form an aligned customer facing strategic plan for short term and long-term partnership and growth for assigned accounts.
Initiate and lead all solutions negotiations with assigned key accounts and new accounts to grow sales volume and margins.
Build and develop strong relationships with customers’ key decision makers and senior management across multiple departments.
Understand customer needs and present tailored solutions that align with their business objectives.
Collaborate with cross-functional teams including product development and marketing to ensure alignment of sales strategy and product solutions with technical and operational capabilities. Drive projects and customer-driven solutions and engage internal stakeholders to understand current capabilities required to deliver solutions and profitable growth.
Establish regular cadence of communications with internal senior stakeholder groups, reviewing strategic account plans, pipeline progress, and adjusting plans as needed.
Work closely with support teams to ensure excellence in customers KPIs, contract execution, and working capital management.
Perform other duties as assigned.

Position Requirements

• Bachelor's degree is required, major in Food Science preferred.

• Ten (ten) years of experience in day-to-day management of large, CPG accounts required.

• Business-to-business sales experience, strong general business capabilities, P&L management and analytical/technical skills are required.

• Experience managing relationships with customers and internal stakeholders is required.

• Strong self-initiative with an ability to operate at a high level with minimum supervision is required.

• The ability and willingness to travel is required, up to 50%.

• Excellent verbal and written communication skills and interpersonal skills are required.

• Ability to build trusted relationships at all levels is required.

The pay for this role ranges from $110,000- $170,000 and is based on position responsibilities and geographic location. Actual pay within this range may be determined based on candidate’s experience, qualifications and/or other determining factors.

Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided on the basis of qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: [email protected]

At ofi, we celebrate our diversity. Olam Americas LLC is proud to be an equal opportunity workplace.

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