Indutrial Account Manager

– P&L performance
Achieve the targeted sales objectives in terms of revenue.

– Budget, sales reporting and analysis
Prepare sales & marketing budget (Budget)
Reports monthly sales results and/or assist in sales analysis upon request.

Reports on the account/ action plan status.

– Marketing studies/research
Carry out studies to confirm projected production volumes in the targeted accounts, e.g., assessing account evolution and its environment through an account plan.

Identify and lobby key contacts (influencers, decision-makers), key organizations, technical institutions, and associations relevant to the account.

Carry out field visits to industrial accounts to get information about new or current technologies, yeast management, fermentation practices, competitors’ penetration in the account, new trends, and market customer movements (mergers, acquisitions, new projects, etc.).

Update customer database accordingly.

– Technical sales
Identify business opportunities and key prospects.

Visit existing accounts, targets, and potential new customers (see Action Plan) following the call frequency defined for each account, developing solid relationships.

Pursue business opportunities and request/align resources to convert them to commercial wins.

Deliver technical and commercial presentations to customers.

Prepare sales offers following the guidelines of the Area Sales Manager.

Provide technical support to accounts (technical advice, assistance with trials, operators training, etc.).

In agreement with Area Sales Manager, lead or coordinate industrial new product development/customized product projects with the technical sales support and/or R&D teams in region or at headquarters.

Seek assistance from Technical Sales Support Managers (TSSMs) in agreement with Area Sales Manager, as and when required.

– Business Development / Promotion
Identify new business opportunities and report to management.
Promote Fermentis products to the accounts, highlighting their technical and economic benefits and raising Fermentis as the expert in the industry.

Take an active role in promoting products and participation at international and national trade shows, conferences, and seminars – as per instructions of Area Sales Manager.

Prepare commercial and/or technical presentations for accounts according to a specific plan agreed with the management.

Seek assistance from TSSMs (in agreement with the Area Sales Manager) as and when required.

Assist in hosting and the organization of seminars, events, and Fermentis Campus Visits.

– Account coordination
This position requires coordinating activity within Fermentis towards the account by preparing and executing an account plan and keeping everyone interested in Fermentis informed as necessary.

3.7.​ Distribution and Agents
Setup and manage activity with distributors and agents where applicable, following Area Sales Manager guidelines.

– Supply chain and follow-up on receivables.

Liaison with the supply chain department of each Lesaffre affiliate operating in the territory assigned and/or other shared services and/or Fermentis supply chain department to ensure good customer service and satisfaction from order capture to delivery and invoicing.

Follow up on receivables with assigned clients and report factors affecting late collections or financial problems.

Liaison with the Supply Chain department to ensure stock availability and report forecasts associated with the accounts

– Quality
Report and manage quality complaints according to Fermentis procedures.

Liaison with Area Sales Manager and/or TSSMs and/or Sales Administration as and when required.