Sales Representative / Account Manager, Emerging Markets
Location : Luebeck
Reports to : Sales Manager Emerging Markets
Direct reports : None
Workplace type : Hybrid (1 day WFH)
About us
KaTech Ingredient Solutions Ltd. is part of Ingredion Inc, an international food technology company that specialises in developing bespoke stabiliser systems for the food industry. Our focus is dairy products, convenience food, bakery products and free from concepts. Food manufacturers and brands benefit from our expertise in textural ingredients and pilot plant facilities, enabling them to fast-track their product developments.
We don’t just make ingredients. We create possibilities. Be What’s Next® with us.
The Sales Representative Emerging Markets is responsible for managing sales related activities in specific territories and targeted segments within our Emerging Markets region (Turkey, Middle East and Africa). Partnering closely with key counterparts in Development, Marketing and Business Development to sustain long-term growth ability, this role will deliver a high-touch technical consultancy experience to new and existing customers. Embedded in Ingredion’s KaTech business, this role will partner with the wider Ingredion Go To Market organization to enable strong synergies and aligned account plans for joint accounts.
Core Responsibilities:
1. Emerging Market Sales – manage sales related activities in specific territories and targeted segments within our Emerging Markets Region, delivering business growth in line with strategic and operational growth plans through focused interaction with strategic and partner accounts
2. Solution Selling & Differentiated Customer Experience – deliver a high-touch technical consultancy experience to new and existing customers to differentiate from competition, providing efficient project management with counterparts in the development team to maximize return on investments and create value added customer-tailored solutions. Embed customer centricity to drive business development along the customer buying cycle incl broad stakeholder management
3. Pipeline Management – create, manage and deliver opportunity pipeline in-line with business growth expectations, initiating and delivering growth projects with existing and new customers to ensure profitable conclusion
4. Sales Planning & Forecasting – full ownership of bottom-up sales planning process incl. forecasting by developing a market growth strategy for respective categories and region and delivering against sales targets to manage top & bottom-line contribution of Dairy and Savory category
5. Price & Contract Management – price and contract management to ensure maximum return for KaTech using value base pricing strategies whilst securing the business sustainably
6. Distribution Management – support the development of an effective Distribution network and support day-day interaction with Sales Network Partners, regional Distributors and Agents on strategic projects and key initiatives to unlock growth potential in the region
7. Marketing Support – partner with and support the Marketing function with regional marketing activities incl. fairs, seminars, tradeshows and innovation days
Qualified candidates will need to have:
8. Bachelor’s degree in Food Science/Technology or other related technical field
9. Strong technical understanding of functional food ingredients, their interaction, food manufacturing processes and food recipe design
10. Min. 5 years’ experience in a customer-facing Value Selling/Specialties or Technical Service/Sales role
11. Proven track record in negotiation skills & stakeholder management capabilities, and delivering technical solutions across multiple countries and channels
12. Project pipeline management skills
13. Exceptional market & customer driven mindset
14. Willingness to travel extensively across Emerging Markets
15. Business fluent in written and spoken English,
Desirable requirements:
16. Experience in dealing with customers in Turkey, Middle East or Africa
17. French and/or German
18. Experience within savoury or dairy categories
Required behaviors and skills:
19. Account management skills to manage own sales & multi-functional project teams within a matrix organization
20. Strong business acumen coupled with a deep interest and understanding of technical features of solutions
21. Ability to develop relationships beyond Procurement & Development, using insights and innovation to create growth and customer opportunities
22. Demonstrated strong communication skills with internal and external stakeholders
Relocation Available:
Yes, Within Country
We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender, gender identity, gender expression, sexual orientation, pregnancy, marital status, veteran status, military status, or disability status.