Key Accounts Manager - OFP - IMBA - Sales Food Service

Griffith Foods is a global manufacturer of food products.  We provide a wide range of taste and texture components for food industry customers throughout the world.  Our products include seasoning blends, dry mixes, coating systems, dough blends, crumbs, flavors, sauces and food bases that are used in an extensive variety of application from snack foods and processed meat and poultry to ready meals. Our customers include food processors, restaurant operators and grocery retailers.  While our name may not be familiar to consumers, our products are key components of foods offered by many of the world’s best-known companies.

The purpose of the role:

• • Execute strategic customer plan and activities aligned with Griffith Foods Purpose Driven Strategy and Long Term and Operating plan
  • Maintain and develop the Food Industry Channel sales division, within the segment (Other Food Processor) for top accounts in India, in line with the company sales policy.

1) Responsibilities

• • Be a steward of the Griffith Purpose and Values in all external and internal actions and activities aligned with the business.

SALES STRATEGY

• • Leads overall strategic alignment of the organization activities aimed at exploring customer’s needs and requirements
  • Drives through providing of input to the product line strategies, the innovation pipeline which will ensure a constant stream of new products and services.
  • Ensures strategic alignment to marketing/sales approach through oversight of business drivers and capabilities in how it relates to product/market segmentation, pricing, channels, etc.) thus ultimately delivering value-added solutions

MARKET ORIENTATION

• • To be the continuous learner of market happenings by understanding competitors’ strengths and weaknesses in which Griffith competes and serves with cultural augmentation of Griffith experience and value proposition
  •  DRIVING PERFORMANCE
  • Translates long-term business goals and sales strategy into broader sales objectives; with  customer centricity   being the focus; takes direct responsibility for the sales and customer experience.
  • Owns and drives performance through defining and cascading of strategic sales targets and performance program(s), and by establishing performance metrics, control mechanism and supporting systems
  • Defines and ensures the appropriate resource allocation to the strategic account management and sales planning process that contains the overall strategy for maximizing the value of the account and Griffith’s potential to further develop the business relationship with the customer constituents.

INFLUENCING & RELATIONSHIPS

• • Directly or indirectly maintains and pursues relationships, collaborates closely with senior level leadership of strategic customers for customer relationships.
  • Champions our Sales Effectiveness framework and drives team work culture and alignment to goals.
  • Ability to work cross-functionally across an organization to help create distinctive value (e.g. Finance, Operations, Quality, Customer Order Mgmt. Supply Chain, Marketing, Applications and Tech Services, etc.).

2)  Scope:

Leads in achievement of Sales Revenue, Contribution Margin, Operating Income

Development of annual PAGs and achievement of reviews in the timeline required by the organization.

3)  Problem Solving/Decision Making:

Development of customer account plans to achieve required financials goals. Development and execution of plans to meet customer business needs due to internal challenges or changing market conditions.

Management of customer needs and communications internally and externally impacting the customers.

4)  Working Relationships:

Internal

Reports to Managing Director

Geographic coverage - India

Work Location – Bangalore

Strong relationship required with other BD functions (R&D, Culinary, Marketing) 

 Frequent contact with commercial and supply team members.

External

Top to top relationships with customers, suppliers

 Represents company at industry events as appropriate.

5)  Qualification and Experience:

Master of Business Administration, Marketing, or related disciplines

8 yrs. Min. of experience in handling customers from snacks segment and private label segment.

Exceptional track record of developing and implementing sales strategies that consistently meet or exceed planned objectives.

Experience in sales of customized product offerings and approach to creating these products using a multifunctional team approach.

 Ability to travel 50% +

Proficiency in Microsoft Office Applications – Word, Excel, PowerPoint, Outlook.

Strong and proven organization and communications skills. Ability to think creatively to solve complex problems.

Proven record of developing/improving sales infrastructure and processes.

Strong financial analytic skills with proven ability to develop plans to meet targeted goals.

Influencing and negotiating – through building and nurturing relationships

Accountable for ensuring successors for key positions.  Identifies skills gaps and creates targeted developmental plans

Demonstrated experience that emphasizes collaborative decision making and a high degree of coordination between functions.

6)  Competencies

Creating New & Different: Strategic Mindset

Understanding the Business: Customer Focus

Understanding the Business: Financial Acumen

Focusing on Performance: Drives Results; Ensures Accountability

Influencing People: Drives Engagement

Being Flexible and Adaptable: Situational Adaptability

Managing Execution: Plans and Aligns

Optimizing Diverse Talent: Builds Effective Teams

Being Authentic: Courage