Position Title: Senior Account Manager, T&HS, US/CAN
Position Location: Canada
Reports To: Director, Sales, T&HS Canada
Workplace type: Remote – Home Based – Toronto (GTA)
Ingredion is looking for a dynamic Senior Account Manager to join our team and drive market presence and revenue growth. Your expertise and our innovative solutions will help build strong customer relationships and achieve mutual success.
As a Senior Account Manager, you will be responsible for developing and maximizing sales volume and margins through detailed planned sales coverage at existing and prospective accounts. The Account Manager will call on medium to large accounts with a focus on key strategic customers. As a member of the Go-to-Market team, the Account Manager will optimize profitability and grow sales of Ingredion’s diverse and expanding specialty products.
This role will report to the Director of Sales Texture and Healthful Solutions, Canada.
What you will do (Responsibilities):
Strategic Account Management - Develop strategic account plans to create long-term value for customers. Plans should include account strategies, defined objectives, milestones, and specific opportunities. Establish strategic relationships with key accounts to sell products, services, and alternative solutions to create competitive advantage for the customer.
Relationship Building - Develop strong multi-level relationships between Ingredion and our important customers to drive growth and effectively address challenges that may arise.
Sales Strategy Development - Work with management to develop a business plan, demand forecast, and sales strategy. Utilize technical understanding of food ingredients to introduce value selling or value price concepts.
Go to Market - Work with Technical Service, Marketing, Growth Platforms, and other key stakeholders to develop and close new opportunities. Conduct market analysis of customers, understanding market trends and competitive pricing. Manage opportunity briefs and pipeline growth.
Product and Application Development - Advise and work with customers to create innovative solutions. Design trial plans utilizing the breadth of technical resources available to create innovative solutions.
Customer Value Creation - Create solutions based on implicit customer needs. Apply deep understanding of customer strategy and an understanding of explicit and implicit customer needs to create value. Quantify and articulate the current and potential value created for the customer. Identify opportunities to solve customer problems with existing products or innovation.
Contract Negotiations – Create and conduct proposal and manage RFP’s. Lead contract negotiations with customers and manage the development, accuracy and delivery of those contracts. Manage all pricing through the PROS system.
Financial & Budget Responsibilities – Manage budget and control expenses for sales territory.
Reporting – Maintain accurate records of all sales activity, including customer call reports, territory sales analysis, quarterly updates, and salesforce.com data, etc.
Market Analysis - Conduct market analysis of customers, understanding market trends and competitive pricing.
Communication - Develop and maintain effective communication channels within Ingredion to address pricing, market trends, sales initiatives, technical requirements, new product development, customer requests, and overall market direction. Understand and monitor the competitive landscape and activities of competitors. Ensure communication with customer service and credit to meet customer needs and contract obligations. Collaborate with the demand planning team for accurate forecasting and relay this information to management and sales team members.

What you will bring (Experience and Knowledge):

• Bachelor’s degree in a related field (Food Science, Chemical Engineering) or business. MBA a plus.
• 7+ years of direct sales or technical sales experience, preferably in the food and beverage industry.
• Proven track record managing and penetrating complex accounts at multiple touch points and delivering results.
• Excellent communication skills, both written and oral, with the ability to prepare and deliver technical and business presentations.
• Strong organizational and time management skills.
• Knowledgeable in financial dealings with customer accounts and proven negotiation skills.
• Ability to engage in functional problem-solving conversations with customers and internal stakeholders.
• Strong computer skills (Word, Excel, PowerPoint), salesforce.com or other CRM experience preferred.
• Willingness to travel up to 50% of the time.

Who you are (Skills and Behaviors):

• Motivated, self-starting professional with a passion for sales and customer relationships.
• Skilled at developing strategic account plans and driving growth.
• Effective communicator with strong relationship-building skills.
• Innovative thinker with the ability to create solutions based on customer needs.
• Detail-oriented and organized, with strong time management skills.

Please refer the Job description for details