Job Summary

Responsible for driving sustainable profitable sales and market share growth by identifying the customer needs and opportunities, establishing solid customer relationship, leading, coordinating and reporting IFF activities and promoting relevant solutions aligned with corporate strategy. For a defined territory, category, coordinated or global account:

Ensure financial targets are met and business performance is constantly monitored and reported; develop and maintain sustainable relationships with internal and external customers; prepare account plan and report relevant market information; collaborate with internal departments to explore innovations and new concepts related to customers’ products and on-going projects; monitor market development in terms of competitors, products, and trends; partner with operation team to ensure customer satisfaction in terms of service, quality, and supply.

Responsibilities/Description

Understand specific market and customer ecosystem including activities, strategies, brands, markets, consumers via different sourcesDevelop multi-level cross-functional customer relationships with key customer decision makers/influencersContribute/lead commercial negotiation(e.g., core listing, annual pricing, payment terms, rebates/cost savings agreements, supply contracts)Maximize potential advantage to IFF while delivering optimal solutions to customer (GP improvement, catalogue optimization, complexity reduction, etc.)Ensure customer supply chain requirements, processes and KPIs are well communicated to IFF Operations to ensure we meet customer needsUnderstand customer regulatory requirements/changes and update data to GRA and input to project management systemActs as the main customer point of contact in all mattersDemonstrate IFF Culture Principles and live our valuesManage and/or mentor junior team members/peers, and onboard and coach new team membersInfluencing stakeholders to align on shared objectivesLead projects through effective communication, and collaboration with key external and internal stakeholders(CI/Marketing/Creative Teams/formulation etc.)Ensure objectives are aligned to the business and personal development plans are in placeProactively solicit and give feedback to nurture high performing teamsDemonstrate leadership courage by challenging the status quo and holding self and others accountable to always doing the right thingsDevelop commercial strategy for allocated customer portfolioBuild and execute account plans successfullyResponsible for setting clear commercial targets (Sales/GP/New Win/Grow Market share) with the manager / Achieve new wins / grow market / market share aligned with account strategic planDefine and suggest the required account resources, investment, and relevant service model to support the accountEffectively communicate the account plans with stakeholders including internal and external team membersReview/update the progress of account plans versus KPI targetsEnsure accurate monthly sales forecast to allow for effective operations planning and financial analysisConduct retrospective reviews on projects wins and lossesReview brief and ensure all objectives and parameters are clearInfluence customer brief definition to IFF’s advantageOrganize a formal commercial kick off with relevant stakeholders and finalize action plan, objectives & timelines with clear deliverables and key milestones and update Project Management SystemLiaise with Global/Regional/Category stakeholders on overall plan, strategy, and deliverablesEvaluate and decide on final submissions with Scent Design Group and Creative teamsEffectively promote the most appropriate IFF product solutions / portfolio aligned with the briefGenerate proposal/price aligned with category margin guidelines or pricing officerPrepare presentation materials and staging submissions with stakeholders that maximizes IFF commercial advantage and resourcesMonitor and ensure cost-to-serve of projects adhere to guidelinesCommunicate project results and conduct retrospective reviews on projects wins and lossesUpdate Project management system and issue adoption report in a timely mannerManage volumes/timing expectations and liaise with Operations to ensure supply chain readinessDefend and grow accounts whilst actively scouting for new customers, transforming leads into profitable business opportunitiesAccurately forecast and update sales forecast tool (SFT) to capture performance vs budget, business risk & opportunities, new winsMonitor & Provide Account sales performance (monthly / quarterly / annually) and provide strategic project updates to ManagerImplement price increase in line with country/region strategyLead internal and external teams to win projects

Requirements

Approximately 3-5 years of experience in sales, sales service, product development, or marketing preferably fragrance, cosmetics, FMCG, flavors, chemical or ingredients industriesStrong track record at a similar level with a passion to succeed in commercial Skills:Customer centric with B2B management experienceAnalytical with the ability to deal with financial concepts/processes(pricing/margin/forecasting)Strong interests in product development, consumers, and market understanding(Marketing/R&D/CI)Sound fragrance knowledge and olfactive skills or skin care and biochemistry knowledge, where applicableCreative and innovative thinkingProject management with effective collaboration and orchestration skillsStrong communication, presentation, storytelling, and negotiation skillsUnderstanding of digital marketing and ecommerce environmentEffective business English with a global mindset and ability to work with different culturesDigital savvy with an ability to leverage online resourcesAbility to gather and leverage competitive market intelligence

Training / Certifications

Essential: Bachelor’s degreePreferred: Concentration in Business, Marketing, Chemistry, or Biology / Arts & FashionMaster's Degree

We are a global leader in taste, scent, and nutrition, offering our customers a broader range of natural solutions and accelerating our growth strategy. At IFF, we believe that your uniqueness unleashes our potential. We value the diverse mosaic of the ethnicity, national origin, race, age, sex, or veteran status. We strive for an inclusive workplace that allows each of our colleagues to bring their authentic self to work regardless of their religion, gender identity & expression, sexual orientation, or disability.

Visit IFF.com/careers/workplace-diversity-and-inclusion to learn more