Kemin Industries - Sales Manager/Territory Manager - Sales

Position Title : Manager Sales / Territory Manager Sales

Company : Kemin Food Technologies

Department : Sales - KFT

Reports to : Regional Director South Asia

Position Reporting to this Occupant : Generally Nil, maximum five

POSITION OBJECTIVE :

To achieve a sustainable profitable business growth through efficiently managing key accounts & distributors in the allotted region.

WORKING ENVIRONMENT :

- Based out of Bangalore and to cover Tamilnadu, Telangana & Andra Pradesh regions.

- Requires extensive travelling (approximately 15 to 20 days in a month) for customer visits, conducting trials and business meetings etc.,

- Conducting virtual meetings through Zoom, MS Teams etc.,

- Teamwork

- Liaise with both internal & external customers

JOB RESPONSIBILITIES :

- Effectively implementing the Strategic plan of the organization.

- Achieving Sales, Gross Margin & Account Receivables targets set for the region.

- Developing the Key Accounts list of the region with their biological potential for our products and to meet the identified customers/prospects continuously & consistently for business conversion & development.

- Able to analyze data and sales statistics and improve business and marketing strategies

- Accountable for retaining and growing business with existing customers and to acquire new customers to achieve the set business goals.

- Efficient & effective customer coverage to achieve set Face to Face call numbers.

- Efficient & effective in conducting virtual meetings with internal/external customers

- Responsible for developing multi-level contacts and building trusted relationships with strategic accounts to maximizing the business opportunities.

- Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our products & services, meeting the customers need.

- Thorough understanding of key customer/ prospect needs and requirements & fulfilling them.

- Continuously monitoring the changing needs of the customers and proposing solutions that meet their objectives.

- Responsible for establishing new products in the region

- Play an integral part in driving new sales projects and generating sales that will help achieve growth plans for the territory.

- Continuously developing & updating the knowledge on food industry, products, ingredients, processes, and applications required to deliver value proposition to the customers.

- Training distributors and feeding them with necessary inputs so that they handle business development activities with medium to small customers directly.

- Efficiently resolving issues, problems & customer complaints by effective co-ordination between internal & external team.

- Updating call reports & project details regularly in NEXA, our CRM tool.

- To provide accurate sales forecast to ensure on time delivery of products to customers.

PRINCIPAL ACCOUNTABILITIES :

- Achieve & surpass Sales, GM, Receivables and Sales Productivity Ratio targets.

- Generate adequate sales projects and meet new business development targets in line with strategic plan.

- Retain & growing existing customers business.

- New projects conversion.

- To achieve monthly call average.

- Reporting Daily call reports, Project update in NEXA.

WORKING RELATIONSHIPS :

Internal Customer :

- Supply Chain

- Finance

- Customer Laboratory Services (CLS)

- Marketing team

- R&D

External Customer - Key customers/prospects, Distributors, Food Consultants etc.,

EDUCATION QUALIFICATION, YEARS OF EXPERIENCE & SKILLS REQUIRED :

Educational Qualification & Years of Experience :

- Graduation or Post Graduation in Food Technology / Food Processing / Biotechnology / Micro-biology / Chemical Engineering with specialization in foods. Management degree or diploma would be an added advantage.

- 5 10 years of experience in Sales / Marketing / Technical functions from a food ingredient / additive company. Experience such as business development/ sales/ key account management/ technical services etc. are relevant.

- Having worked with food industry key accounts in Tamilnadu, Telangana & Andra Pradesh regions would be an added advantage.

- Having work experience in Bakery, Snacks, Sweets, Noodles & Processed Meat industry would be an advantage

Skills Required :

- Selling Skills

- Analytical Skills

- Planning & Execution Skills

- Relationship building Skills

- Key Account Management Skills

- Project Management Skills

- Communication Skills

- Objection Handling Skills

- Decision Making Skills

- Networking Skills

- Computer Skills

- Negotiation Skills