Global Key Account Manager

Date: 10 Aug 2024

Country: Netherlands

Function: Sales

Sub-Function: KAM

Olam Food Ingredients (ofi) is a global leader offering ‘on-trend’ sustainable, value-added food ingredients & solutions, enabling consumers to enjoy the healthy & indulgent products they love. ofi is a part of the Olam Group, a leading food and agri-business, supplying food ingredients, feed, and fibre to thousands of customers worldwide, ranging from multi-national organizations with world famous brands to small family run businesses. More information about Olam can be found here. ofi was formed in January 2020 as part of the re-organization of the Olam Group. More information on that can be found here.

Olam Food Ingredients is now known as ofi. Focused on the raw materials and ingredient platforms that we're known for globally - cocoa, coffee, dairy, nuts, and spices. We still offer everything we did before. What’s new is that we’re adding capabilities - especially in product development - working closely with our customers, sharing our fresh ideas to inspire new concepts. Making it real at every step, from plant to palate.

Job Description

In the position of Global Key Account Manager (KAM) you will be responsible for one of ofi strategic accounts and accountable for our success with the customer. You are an innovator who thinks along with the customer in relation to the capabilities of ofi as a whole. Creative anticipation of the customer’s opportunities and actively exploring these opportunities by stimulating co-development and turning opportunities in concrete innovations will make you successful in this position. In this role, you will drive the transition from a commodity portfolio to a food ingredients and solutions offer, making sure we maximize our market presence.

You will be handling all ofi product platforms for the customer, where product platforms are responsible to share market, supply & demand updates equipping you with pricing decisions. You will need to support short-term sales growth while maintaining focus on development of long-term opportunities. As KAM you are responsible for identifying technical and marketing experts in each category and engaging the key account team (KAT) to develop and implement a growth strategy with our strategic customer.

Job Description

Key responsibilities include:

Lead monthly ofi Core Team meetings of key account team (KAT) composed of product sales, innovation, marketing, sustainability (SIM) and other functions as needed
Together with KAT create a strategic roadmap (Account Plan) contributing to future years
Review current spend with the customer, identify gaps, Share of Wallet & develop an opportunity pipeline
- Explore new opportunities in product innovation
- Grow share of wallet by sharpening value proposition
- Prioritize by impact, resources needed, and timeline
Build a relationship connection & engagement plan
- Assess current connections & key areas to deepen the relationship in top-to- top, R&D, procurement, etc.
Track metrics and progress holistically:
- Financials (KPI’s: revenue, volume & share of wallet)
- Operational (opportunity pipeline, OTIF)
- Relationship dimensions (breakthrough, engagement, touchpoints)

Requirements

Academic degree with more than 10 years work experience
In depth knowledge of B2B food markets
In depth knowledge of Sales and sales Processes
Previous experience working for EMEA market
Ability to present to customers senior management/board level teams
Knowledge of key account management and specific customer is a plus
Knowledge of financial management
Fluent in English, and other European language is an asset
Flexibility to travelling (approx. 30%)

ofi is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, nationality, disability, protected veteran status, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by law.

Applicants are requested to complete all required steps in the application process including providing a resume/CV in order to be considered for open roles.