Job Summary
Responsible for driving sustainable profitable sales and market share growth by identifying the customer needs and opportunities, establishing solid customer relationship, leading, coordinating and reporting IFF activities and promoting relevant solutions aligned with corporate strategy. For a defined territory, category, coordinated or global account:
Ensure financial targets are met and business performance is constantly monitored and reported; develop and maintain sustainable relationships with internal and external customers; prepare account plan and report relevant market information; collaborate with internal departments to explore innovations and new concepts related to customers’ products and on-going projects; monitor market development in terms of competitors, products, and trends; partner with operation team to ensure customer satisfaction in terms of service, quality, and supply.
How you will contribute and lead:
- Understand specific market and customer ecosystem including activities, strategies, brands, markets, consumers via different sources
- Develop multi-level cross-functional customer relationships with key customer decision makers/influencers
- Contribute/lead commercial negotiation(e.g., core listing, annual pricing, payment terms, rebates/cost savings agreements, supply contracts)
- Maximize potential advantage to IFF while delivering optimal solutions to customer (GP improvement, catalogue optimization, complexity reduction, etc.)
- Ensure customer supply chain requirements, processes and KPIs are well communicated to IFF Operations to ensure we meet customer needs
- Understand customer regulatory requirements/changes and update data to GRA and input to project management system
- Acts as the main customer point of contact in all matters
- Demonstrate IFF Culture Principles and live our values
- Influencing stakeholders to align on shared objectives
- Lead projects through effective communication, and collaboration with key external and internal stakeholders(CI/Marketing/Creative Teams/formulation etc.)
- Ensure objectives are aligned to the business and personal development plans are in place
- Develop commercial strategy for allocated customer portfolio
- Build and execute account plans successfully
- Define and suggest the required account resources, investment, and relevant service model to support the account
- Effectively communicate the account plans with stakeholders including internal and external team members
- Conduct retrospective reviews on projects wins and losses
- Influence customer brief definition to IFF’s advantage
- Liaise with Global/Regional/Category stakeholders on overall plan, strategy, and deliverables
- Evaluate and decide on final submissions with Scent Design Group and Creative teams
- Effectively promote the most appropriate IFF product solutions / portfolio aligned with the brief
- Prepare presentation materials and staging submissions with stakeholders that maximizes IFF commercial advantage and resources
- Defend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunities
- Accurately forecast and update sales forecast tool (SFT) to capture performance vs budget, business risk & opportunities, new wins
- Monitor & Provide Account sales performance (monthly / quarterly / annually) and provide strategic project updates to Manager
What you will need to be successful:
Experience:
- Approximately 3-5 years of experience in sales, sales service, product development, or marketing preferably fragrance, cosmetics, FMCG, flavors, chemical or ingredients industries
- Strong track record at a similar level with a passion to succeed in commercial
Skills:
- Customer centric with B2B management experience
- Analytical with the ability to deal with financial concepts/processes(pricing/margin/forecasting)
- Strong interests in product development, consumers, and market understanding(Marketing/R&D/CI)
- Sound fragrance knowledge and olfactive skills or skin care and biochemistry knowledge, where applicable
- Creative and innovative thinking
- Project management with effective collaboration and orchestration skills
- Strong communication, presentation, storytelling, and negotiation skills
- Understanding of digital marketing and ecommerce environment
- Effective business English with a global mindset and ability to work with different cultures
- Digital savvy with an ability to leverage online resources
- Ability to gather and leverage competitive market intelligence
We are a global leader in taste, scent, and nutrition, offering our customers a broader range of natural solutions and accelerating our growth strategy. At IFF, we believe that your uniqueness unleashes our potential. We value the diverse mosaic of the ethnicity, national origin, race, age, sex, or veteran status. We strive for an inclusive workplace that allows each of our colleagues to bring their authentic self to work regardless of their religion, gender identity & expression, sexual orientation, or disability.
Visit IFF.com/careers/workplace-diversity-and-inclusion to learn more
