Sales Representative, T&HS, Benelux and Nordics (m/f/d)

at  Ingredion Incorporated

QUALIFIED CANDIDATE WILL HAVE:

• Degree qualified in a science, business, or economic discipline.
• Solid commercial/sales experience in the food ingredient, specialty chemistry industry or other related industry with a proven track record of delivering projects, sales, and business growth in a specialty environment.
• Understanding of food processes and formulations is beneficial but not critical.
• Exceptional commercial acumen and understanding of factors impacting bottom line results.
• Passionate about sales, account management and driving growth.

REQUIRED BEHAVIORS AND SKILLS:

• Win with Customers – Understands and shapes needs. Create distinctive value. Build deep relationships.
• Drive for Results – Drives execution whilst remaining flexible. Identifies improvement opportunities. Targets and prospects to accelerate the sales cycle.
• Inspire and Influence – Energise and Motivate others. Effectively influence to drive a successful outcome.
• Willing to try new approaches, learn and fail fast with the ability to adapt quickly.
• Entrepreneurial mindset, laser focus on the customer and how we can win in the market.
• Resourcefulness – Implements resourceful solutions to problems.
• Persuasion – Negotiates to close.
• Advisor – Understands the customer’s knowledge, context and experience when evaluating the best solution.

• Business growth – Deliver exceptional business growth and goals for the segment/region. Creating cross-selling opportunities within the existing customer portfolio. Winning business with current and new target customers.
• Account Plans – Develop and executing account plans, using the Company systems and processes, to grow Ingredion’s sales share at customers. Ensure the account plans are well communicated and developed with internal and external stakeholders.
• Price and contract management – Implement competitive and value add pricing to ensure maximum value for Ingredion. Conclude annual contract negotiations on prices, payment, and delivery terms, ensuring Ingredion grows in line with its business goals and ambitions.
• Delivery of customer projects – Seek out and identify growth opportunities at customers to drive growth of Texture and Healthful Solutions. Initiate growth projects with existing and new customers to ensure the project targets are met in full. Ensure customer project briefs are received and validated in line with Ingredion’s brief requirements.
• Innovation – Bring new ideas and concepts for consideration on a regular basis. Be the voice of customer for our customer base in the assigned region. Accelerate sales of recently launched products. Identify new pockets of growth and emerging trends.
• Customer Centricity & Experience - Continuously develop and broaden the relationship with Customer including building the stakeholder network at customers. Create a positive customer experience across relevant functions and seniority levels. Meet the activity targets by increasing presence and connections at our customers, retailers and food service providers. Own the Customer Experience at the customer interface, ensuring surveys are followed up promptly and the customer receives the appropriate service and experience in-line with our Customer Segmentation model.
• Internal Stakeholder Management - Develop an effective working relationship across relevant functions. Utilise internal support such as Technical Service, Marketing, Customer Services Supply Chain and Finance to lead and/or support efforts in project development, supply planning, debtor management and other activities.
• Resource coordination – Utilise internal support such as technical service, customer service and marketing to deliver a high level of service and fast-track project delivery for our customers.
• Management of Customer Relationship Management data – Comply with best practices and company standards for data management and reporting. This includes SalesForce.com and other software packages such as CPQ where the Sales Representative is ultimately responsible for data accuracy and completeness. Forecasting is of critical importance for Ingredion’s operational and financial planning, the Sales Representative is responsible for working closely with Customers and Supply Chain to ensure we have accurate sales forecasts.
• Continuous development and learning – Fully adopt company standards in Sales Excellence and use available learning opportunities to stay current with new developments in the sales and commercial area.