Key Account Manager

Join us and celebrate the beauty of human experience. Create for happier, healthier lives, with love for nature. Together, with passion and creativity, we deliver food innovations, craft inspired fragrances and develop beauty and wellbeing solutions. There’s much to learn and many to learn from, with more than 17,000 employees around the world to explore ideas and ambitions with. Every day, your talent, your innovative spirit, and your determination will shape our future, making a positive difference on billions of people. Every essence of you enriches our world. We are Givaudan. Human by nature.

Purpose

Sales/business professional trained in assigned account management scope and key skill sets, with contributing and supporting responsibilities. To manage one of the largest local & regional frangrance accounts in Indonesia

Core Responsibilities

• Grow Givaudan business with designated accounts by managing top and bottom lines
• Cultivate and manage customer relationships within portfolio of accounts
• Monitor customer and competitor activity and maintain customer information
• Develop and track Account Plans for key accounts
• Develop and deliver internal and customer presentations
• Identify/create opportunities for Givaudan to participate in targeted briefs
• Identify customer requirements and follow up on customer submission
• Coordinate and manage internal resources in support of customer needs and priorities, ensuring the most efficient management of Givaudan resources
• Transition customer projects and new wins from scale-up to production
• Follow KPIs versus targets (Sales, Gross Profit, win rate…) and take corrective actions if necessary
• Negotiate pricing agreements within guidelines
• Manage credit, pricing, rebates and budget etc. for key accounts
• Manage and resolve customer complaints and ensure prompt resolution
• Comply with all appropriate Givaudan and statutory EHS and regulatory guidelines
• Leading team – managing performance, and development of team members reporting to the position

Academic Background

• University degree (or equivalent)

Professional Experience

• 5-7 years overall experience
• 3+ years’ functional/technical experience in the industry

Technical Skills

• Verbal and written command of English
• Ability to build and maintain effective relationships with customers
• Project management skills
• Communication skills
• Competence in developing and delivering compelling presentations
• Basic negotiation skills
• Passion for the Fragrance Industry
• Customer Relationship Management
  • Builds and maintains effective relationships with customers, decision-makers and influencers
  • Identifies value drivers for key customers and understands how to position Givaudan offerings
• Business Fundamentals
  • Commercial Skills
    • Competent negotiation skills
    • Competent project management skills
    • Develops and delivers compelling presentations
  • General Business Management
    • Understands customer strategy, initiatives, priorities, and launch processes
    • Understands annual budgetary parameters and profitability principles
    • Uses KPIs to monitor performance and modify strategy and tactics
    • Captures and clearly communicates brief requirements
    • Understands Givaudan's brief process and functional interfaces
  • Fragrance Business Management
    • Competent olfactive knowledge and perfumery language
    • Knowledge of industry and customer regulatory requirements, including technical criteria and/or specifications
• Strategic Business Management
  • Market and Competition
    • Knowledge of competitor activities with key customers
  • Managing Opportunity
    • Initiates projects to generate new business
    • Articulates Givaudan’s value proposition
    • Develops basic Account Plans, incorporating comprehensive customer knowledge and analysis
  • Managing the bottom line
    • Knowledge of Givaudan pricing guidelines
    • Strategic Business Management
• Self and Team Leadership

Communicates effectively across functions and geographies

At Givaudan, you contribute to delightful taste and scent experiences that touch people’s lives.

We value the different perspectives that come from diverse cultures, backgrounds, and experiences.

Everyone — regardless of race, gender identity, sexual orientation, age, disability, culture, religion, or any personal circumstances — is warmly welcomed at Givaudan, a place where we all love to be and grow.

Every essence of you enriches our world. Join us in making a difference together.