Regional Account Manager, Hpc

Job Summary

“We bring insights and innovations that address the trends that are shaping our world today, and putting us on a path towards sustainable development” Role & Responsibilities The Health and Biosciences Sales Team is looking for a Talented professional to fulfill this role inside the Home, Industrial and Textile segment. This position is key to contribute to the market share growth, having scope over all Latin America South region which includes Brazil and South Cone. For this role, we expect full participation on the local commercial strategy execution, building and maintaining strong, long-lasting customer and distributor relationships at technical and commercial levels, overseeing customer account management, negotiating contracts and agreements to maximize profit, and working with internal organizations to support client’s needs.

Main Responsibilities:

- Responsible for sales to key accounts and distributors in the South Cone Region (Brazil, Argentina, Uruguay, Paraguay, Chile) within the HPC Team.
- Deploy and execute the sales strategy of HPC business at the territory.
- Manage sales performance of direct accounts guaranteeing the achievement of budgeted and projected results of revenue, gross profit, and mix.
- Manage business relationship with distributors, assuring strategy execution to deliver expected growth targets and to accomplish strategic objectives.
- Create, lead and coordinate technical projects with IFF and customer R&D.
- Provide first level technical support and training to key direct customers.
- Identify defense and growth opportunities within current and new accounts. Manage pipeline progress to improve conversion rate on CRM Salesforce.
- Coordinate sampling of products and test materials to support the strategy.
- Provide quotes and negotiate with customers defending IFF’s best interest. Request price approvals and manage price lists on CRM Salesforce.
- Develop, implement, monitor, and update the key account planning.
- Create and deploy territory coverage plan including in-person and remote interactions with strategic stakeholders in main accounts and distributors.
- Organize and participate in business entertainment with customers.
- Build strong relationship with customers, associations and industry professionals developing reliable, fruitful network environment for business.
- Develop a deep understanding of the strategy of customers, including their products, brands, positioning, pricing, marketing, and competitive landscape.
- Create and share customer visit reports and action plan with involved team.
- Deliver presentations in regional workshops to customers and distributors.
- Participate in tradeshows, summits and industry events representing IFF.
- Develop a comprehensive knowledge of competitors, including portfolio, value proposition, pricing, footprint, and relationship with customers.
- Gather, analyze, and communicate relevant market and key competitive intelligence within internal stakeholders.
- Provide detailed sales reports with business and competitive analysis.
- Gather demand forecast from customers, update system, and follow up accuracy to guarantee excellent customer experience and improve KPIs.
- Participate in S&OIP meetings. Jointly with customer service, communicate and negotiate POs with customers to align expectations and mitigate risks.
- Liaise with supply chain, quality, logistics and customer service to ensure high level service to customers and distributors.
- Provide sales projection and financial statements for credit analysis.

**Required Skills**:

- Bachelor’s degree preferred in technical fields: chemistry, chemical engineering, biotechnology, food engineering and related areas.
- Minimum 10 years of experience in the chemical industry.
- Minimum 5 years of proven work experience in sales roles.
- Minimum 3 years of experience in sales of specialties for Home Care, Laundry, Institutional and Industrial Cleaning, or Textile.
- Fluency in Spanish and in English, both written and oral.
- Exceptional capacity to build and nurture relationships with key stakeholders of different levels of customers organizations.
- Excellent interpersonal communication, influencing and presentation skills.
- Organized, curious, business-oriented and results-driven.
- Excellent negotiation skills, both with customers and internal stakeholders
- High capacity to managing multiple tasks and projects simultaneously.
- Ability to lead and interact with multicultural teams.
- Ability to set priorities and focus on most relevant tasks and projects.
- Capacity to adapt to fast changing environments and different scenarios.
- Proactive, self-motivated, self-starter, initiative and finishing skills.
- Willingness to travel 50 - 70% of the time.

Other Skills Needed
- Solid experience working with CRM. Preferably Salesforce.
- Knowledge on MS Office (Power Point, Data analysis in Excel/pivot tables).
- Systematic approach, analytical thinking, and