Sales Manager Innovations APAC

at  FRIESLANDCAMPINA AMEA PTE LTD

The Ingredients business group focuses on high-end nutritional products and solutions for all life stages. The organization is divided into two market segments: Early Life & Cell Nutrition, focusing on ingredients for infant nutrition and research in the area of cell nutrition, and Adult Nutrition, with subsegments focusing on Performance Nutrition, Active Nutrition and Medical Nutrition. Our ingredients are mainly developed and produced for Business-to-Business purposes. This means that we deliver ingredients and semi-finished products to our external customers, for them to use in their end products and sell them to consumers all over the world, depending on the specific market segment.

VACANCY DESCRIPTION

The Sales Manager Innovations is responsible for the business performance of Early Life Nutrition (ELN) innovations in the APAC region. By actively identifying and developing opportunities the Sales Manager Innovations drives and speeds up the commercialization of selected key innovations at ELN customers. Following strong commercial execution by the Sales Manager Innovations, the sales targets are hit, business objectives of strategic NPD projects realized and future growth platforms for FrieslandCampina Ingredients established. With an actionable commercial plan as well as proper sales funnel management the Sales Manager Innovations is able to track and share progress of the business development and innovation delivery initiatives.

Innovative Sales execution

• Actively generating leads following market mapping and targeting of specific customers. Convert leads and/or develop opportunities for selected key innovations in the APAC region;
• Progress opportunities by driving sampling, trials, qualification and start-up of commercial supply. Negotiate and contract volumes;
• Prepare and conduct Customer visits, innovation days and other customer connections. Customize and optimize Value propositions;
• Build and foster the relationship with key persons at the customer and in their network;
• Participate in multi-disciplinary teams involved with the business development of strategic innovations and in the APAC region;
• Single point of contact for specific strategic innovations.

Opportunity Management

• Consolidate the captured leads and opportunities in a sales funnel overview using a CRM tool;
• Track progress, identify gaps compared to ambition and suggest / ensure corrective actions are taken to close the gaps;
• Report on the business performance of the selected ELN innovations to main stakeholders. Ensure and/or provide insights regarding quantitative and qualitative developments by means of periodical and ad hoc reports and/or analyses.

Business Development

• Developing a APAC commercial plan for the ELN innovations;
• Acquire market & customer analysis insights and translate these learnings into an actionable commercial plan / strategy into action;
• Provide input and advice for price setting as well as sales budget.

Please refer the Job description for details