Sales Manager / Team Lead, Western Europe

Salary Not Specified

Ingredion, Woodhouse Park, Manchester

Posted 2 weeks ago, 18 May | Get your application in now before you miss out!

Closing date: Closing date not specified

job Ref: f2cc80385947409d969f7a01ddd8ddf3

Leadership - Lead, develop and motivate a commercial team of Sales Representatives to deliver growth targets for the region. Strong focus on high performance and employee engagement to develop an aligned, cohesive, and agile team. Drive full adoption of company standards in selling techniques across EMEA. Support the team through relevant development plans to ensure that competency standards are met, and new skills and technologies are adopted. Embed the company's values and to create a stimulating working environment. Utilize digital technology to lead the team members in this new digital world more remotely.

Business growth - Responsible for delivering the gross profit, gross profit %, net sales and volume targets for the assigned region/channel for assigned and prospect customers. Develop strong and growing share of wallet at existing customers in Texture and Healthful Solutions. Identify and on-board new customers. Grow our overall sales share, ensuring Ingredion is the number one in key markets or a close number two. Develop and execute a sales pipeline in SFDC that meets/exceeds our annual targets.

Deliver Targets and Goals - Ensure sales activities deliver on targets and goals. Forecast annual sales results accurately for the region. Actively manage plans and results to compensate for shortfalls and implement appropriate action plans. Support Supply Chain to improve forecast accuracy. Deliver the overall gross profit, gross profit %, net sales and volume targets for the region. Strong competitor intelligence and understanding. Ensure we have strong and growing share of wallet in Texture Solutions.

Strategic Plans - Execute on specialty sales plans for Customers in the region/channel in line with the segment strategy and Ingredion product portfolio.

Major Account Management - Manage major customer accounts (eg - Champion customers, multi-nationals etc) to deliver profitable growth e.g. identifying opportunities, business development and price negotiation. Accelerate sales share and build sales pipelines for specialty Texture Solutions.

Price and contract management - Overseeing the contracting process to ensure we maximize value for Ingredion, in terms of profitability and sales share. Ensure the contracting process delivers value to customers and positions Ingredion as the premium specialty ingredient provider in Texture and Healthful Solutions. Embed pricing and contracting practices and processes across the team in-line with the contracting and internal process rules (inc. contract volume management) and use of the necessary software.

Resource coordination - Coordinate internal support such as technical service, customer service, supply chain, finance, and marketing to deliver a high level of support and fast-track project delivery for customers. Develop an effective working relationship across relevant functions Coordinate internal support such as technical service, customer service and marketing to deliver a high level of support and fast-track project deliver for customers. Be a link to Supply chain and customer service leadership on commercial topics.

Innovation - Bring new ideas and concepts for consideration on a regular basis. Be the voice of customer for our customer base in the assigned region. Accelerate sales of recently launched products. Identify new pockets of growth and emerging trends. Innovate by utilising digital technology to help deliver better commercial service to customers, by implementing new ways of working and implementation of digital tools. Embrace the usage of data and spearhead utilisation of AI technology in providing better service to our customers.

Degree qualified or equivalent.

Excellent sales & negotiation skills and proven track record in B2B sales - ingredients, packaging, chemicals, etc.

Strong commercial acumen and proven track record of delivering projects, sales, price negotiating, and business growth. Experience of working with key accounts is a must.

Demonstrated ability to successfully work in a network/matrix organization to achieve business objectives.

Strong management skills OR existing experience of successfully managing, developing, and motivating a team.

Knowledge of common food processes, food ingredient functionality and ingredient interactions.

Shapes Strategy - Anticipate and Interpret market changes. Envision the future. Decide on Strategic Priorities.

Customer Centricity - Understands and shapes needs. Create distinctive value. Build deep relationships.

Drive for Results - Drives execution whilst remaining flexible. Identifies improvement opportunities.

Entrepreneurial mindset, laser focus on the customer and how we can win in the market.

Cultural Awareness - Demonstrates cultural awareness whilst working across different countries within the region.

Agile and open minded to take on new ideas, new ways of working and being creative in how sales develop in the future.