Sales Manager

Job Summary

IFF brings together science and creativity to create what the world needs. An industry leader in food, beverage, health and biosciences, we create essential solutions – from global icons to unexpected innovations and experiences. Equal parts outspoken and analytical, our international collective of thinkers working with customers to bring scents, tastes, experiences, ingredients and solutions for products people crave.

IFF is looking for a Sales Manager, Animal Nutrition & Health, Indonesia to support the continuous growth of Animal Nutrition business in Asia.

Your Focus

• Build deeper business relationship with key accounts and understand customers needs to position our portfolio to grow business share.
• Identify key market/trends/customer segments and accounts to develop solid business growth plan with sales, marketing and service tools.
• Collaborate and provide direction to channel partners to reach milestones and accelerate progress in customer buying cycles.
• Proactively Build up Opportunity pipelines with existing and new products portfolio, applications and new market segments.
• Submit monthly reports (customers’ call reports, competitive updates, market dynamics) and keep timely updates to teams for growth opportunities and risk mitigations.
• Proactively update competition landscape and Market intelligence Survey once a year.
• Provide/Coordinate first level supports to Key accounts and customers, including training to distributors sales team and work with Technical and application teams for technical training and on-site technical service.
• Execute Marketing events and local initiatives.
  
  

How You Will Contribute

• Manage and achieve targeted Sales and Business Objectives within the defined territory & customers segment in line with H&B-Animal Nutrition & Health, Regional Market/Business Strategy, Annual Sales Budget Plan for long term growth plan.
• Develop new direct Key accounts and build good relationships to define and adopt growth strategy with direct accounts.
• Manage key distributor/channel partner assigned to ensure channel strategy are in place and their Sales Objectives and targets are met or exceeded.
• Ensure seamless commercial execution (pipelines developments, contracts negotiations to order fulfilments & account receivables) by working with Sales Director/Sales leaders, Technical and Marketing and other functional teams to provide guidance and ensure smooth coordination of business processes.
• Execute and drive accounts sales and activity plan per agreed budget to increase thought leadership, promotions and leads generation.
• Monthly update of 12 month rolling forecast of products and liaise with supply chain group, production and Sales team to ensure proper and smooth supply to customers marketing.
• Maintain, update, monitor and provide progress reports on opportunity pipeline project list.
• Create and maintain account profiles, account plans and call reports in Salesforce system.
• New products and concepts introduction to customers to increase sales.
• Update business development activities, Competitive and market intelligence
• Work with Indonesia commercial and technical team to develop and implement marketing strategies and manage marketing activities with events, collaterals, print advertising and conduct market surveys as needed.
• Understand the market needs, able to do market assessment for new products and technology, financial assessment of needs and solutions provided.
• Provide guidance and first level technical training to customers/distributors with regards to product selection and performance.
• Provide guidance, pitch to customers. distributors regarding product selection and performance optimization and trainings needs.
• Develop joint plan with distributors/channels for Animal Nutrition & Health products selling, offering services, understand market scenarios, help to develop the strategy, monitor our business with them, understand business model etc.
• Add innovative animal science and nutrition knowledge and solutions to customers and adding value to their business.
• Maintain active technical learning that ensures company technical leadership in the market place.
• Ensuring customers/segment specific technical needs and opportunities are effectively communicated to internal stakeholders and develop programs to explore the opportunities to meet customer needs.
• Provide regular updates to Regional Industry Leader, Sub-Regional Industry Sales Leader, with close collaboration with Local Indonesia Animal Nutrition Sales and Technical Managers on Market/Key Account Development, Sales and Competitive activities.
  
  

What You Will Need To Be Successful

• Bachelor’s degree in Animal Nutrition, Veterinarian, Animal Husbandry or any other relevant discipline.
• Minimum 10 years’ experience in Animal Nutrition and Health related industry with at least 5 years or more experience in Sales, Business Development roles. Preferably some experience in sales of Feed additive products (E.g. Enzymes, Probiotics).
• Excellent track record of building strong customer relationships, commercial and technical executions in Animal Nutrition and Health segments, especially in developing and managing complexity in direct Key accounts.
• Experienced channels/distribution management capability to drive target plans.
• Successful track record of transforming opportunities into sustainable business growth.
• Self-motivated and driven individual who can accomplish tasks and follow through with minimal supervision.
• Strong knowledge of the Animal Nutrition and Health Industry.
• Willingness to commit travel frequency of more than 50%.
• Ability to interact and influence across multiple levels in customer organizations, including Owners and Senior Management and Operational level.
• Possess agility and ability to perform a wide variety of tasks and change focus according to demands, aptitude for conflict management preferred.
• Collaborative skills, able to work closely with multiple internal stakeholders, Regional Sales, Marketing, Technical & Applications team to leverage and execute growth plans.
• Strong interpersonal skills and networking capability.
• Proven selling and negotiation skills.
• Excellent English communication, both written and verbal including strong presentation skills
  
  

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