Regional Account Manager

Regional Account Manager - Your future position?

Regional Account Manager(RAM) is to deliver and drive growth of Givaudan business by enabling Customers’ growth in sustainable way. RAM also plays a leadership role in building the commercial capabilities in the organization by bringing market/industry insights and coaching local KAMs and Sales Managers as appropriate.

Core Responsibilities:

Strategy Development and Execution

•Understand relevant consumer behaviours and customer strategies and  translate those into opportunities for Givaudan.

•Be in the know of competitors’ most up to date activities, strengths and weaknesses and create opportunities for Givaudan

•Play a pivotal role to define the strategy – where to play and how to win – for Givaudan APAC and to execute & follow through the strategy in full with quality

•Provide the insight of the gaps in the market and mid-to-long term vision of the industry and engage the internal stakeholders appropriately for future growth opportunities

Functional/Account Management

•Deliver on the sales and new win revenue target while maintaining customer gross margin

•Develop the regional ADP and own the outcome delivery as per ADP by owning the execution, regular progress check of ADP

•Manage all negotiation with customers - rebates, confidentiality, pricing etc – for the best interest of Givaudan in short term and long term and in line with Givaudan Policies and Procedures, while bringing the value to the customers.

•Build/strengthen customer intimacy and manage major customer issues effectively

•Act as regional communication focal point for the customer, facilitating end to end process to deliver the customer value while effectively liaising with the relevant local sales teams and technical teams

•Build and maintain the relationship effectively with below groups as appropriate to ensure that APAC growth aspirations and best in class service & value to the customers are met

1. external partners
2. internal stakeholder (WAM, KAM, Technical Community, Commercial Heads, Regional Innovation, Operation, Pricing, PSRA) inside and outside the region
3. key customers inside and outside the region across functions at all levels

•Understand and effectively manage the end to end account planning process by ensuring the optimal customer participation at regional and global levels

•Manage the projects effectively from the initiation to industrialization, by regularly reviewing the progress and effectively engaging the relevant project team members and stakeholder.

•Monitor competitor activities closely for both their business and key talent

People/Leadership Management

•Coach KAMs, identify talent and help accelerating their development

•Contribute to build the commercial capabilities in the company by offering/bringing thought-leadership from the customer/industry

Relevant Experience required:

•Account management in MNC

•Project management as a project lead

•Negotiation

•Sales Pitch

•Conflict management & resolution

•Stakeholder management across multiple level

•P&L management