Domaine d'activité: Ventes
Activité: Fermentation nutrients
Localisation: Shanghai, China
Type de contrat: Fix term contract
Experience: +10 years

Contribuez à une mission passionnante
A quoi ressemblera votre quotidien ?

Develop, validate and communicate the Key Account plan

• Analyze Key Account position and strategy in their market(s) and the relationship situation between Procelys and the Key Account

• Develop and propose a strategic plan, by utilizing the capabilities of your full account team. The plan will include clear objectives and deliverables with milestones and the resources required

• Communicate and implement the Key Account plan within the organization

• Prepare an annual forecast and budget for the Key Account

Lead & maintain long-term relationships with the Key Account

• Lead the contractual negotiations (pricing & volume agreements, specifications & quality agreements)

• Coordinate all communications between customer functions (e.g. GKA management, Quality, Marketing, Supply Chain, Production, Pilot, R&D) to ensure smooth business operations

• Develop synergies with the Procelys regional sales force to ensure alignment with the account plan and the local Key Account affiliates

Reporting and internal communication

• Monitor and establish performance metrics reports for the business situation (revenues, margin, account receivables, opportunities & development, competition activities)
• Contribute to the development of KPI reports for the Key Accounts
• Lead internal cross functional team meetings to accomplish goals and commitments, and regularly communicate status and issues internally and to customer (using CRM and other tools)
• Be a strategic advocate for the key account within Procelys.
• Contribute or represent Procelys and the Key Account within the Lesaffre Group when required

Lead business development activities

• Ensure our position as preferred supplier for new added value opportunities

• Establish and maintain relationships with decision-makers & influencers at the Key Account

• Acquire a thorough understanding of customer needs and strategy

• Identify joint value creation opportunities

• Coordinate and prioritize, together with the Technical & Innovation Manager and Global LAB Manager, the technical support activities and with the application work required

• Contribute to development projects and keep the Key Account and the internal account team updated

• Get involved in the development of any new, relevant product

• Implement and execute a business development strategy that is in alignment with Procelys Business Unit strategy

Supervisory Responsibilities

The Key Account Manager is the leader of a functional key account team that supports the strategic and tactical account plans. The key account team will include Regional Business Managers, Customer Service and Technical Support and as needed may include other departments such as Marketing, Pilot Plant, R&D, Quality, Supply Chain, and S&OP.

Geographical coverage

• The position is based preferably in Shanghai

• Frequent traveling (about 40%)

• Travels to Key Account headquarters and Key Account global locations

• Travel to Lesaffre offices located in China and production sites

• Occasionally to other locations

Ayez un impact personnel
Ce qui fait de vous le candidat idéal

Education:

• Scientific/Engineering studies (ideally Biochemical Engineering /Biotechnology/Bioprocessing)
• With a minimum of 15 years successful combining sales, marketing and/or management experience preferably in a B2B environment or a business/management degree, with strong experience in the area of industrial biotechnology (Probiotics, Fermentation, Bio-ingredients, Biopharma industry or Biocontrol).
• Experience in Fermentation science and sales

Grandissez au sein d’un réseau mondial
Ce que nous vous apportons

Value Based Selling techniques
Very strong leadership and interpersonal skills
Must be able to lead and/or influence others without direct authority
Pragmatic, strategic thinking with a long-term view
Ability to plan, structure and prioritize
Detail-oriented and organized, an assertive self-starter who can operate effectively in a constantly changing environment
Well-developed verbal skills to successfully communicate to a variety of internal and external audiences
Excellent relationship building and persuasion skills with the ability to motivate and influence others
Ability to work in a matrix environment
Proven account and project management skills
Multi-cultural context

Relevons ensemble les défis de demain

As a global key player in yeasts and fermentation, Lesaffre designs, manufactures and markets innovative solutions for Baking, Food taste & pleasure, Health care and Biotechnology.

Family group born in northern France in 1853, now a multi-national and a multicultural company, Lesaffre is committed to working with confidence to better nourish and protect the planet.

In close collaboration with its clients and partners, Lesaffre employs 11 000 people in nearly 80 subsidiaries based in +50 countries.

Lesaffre achieves a turnover of 3 billion euros.

Procelys is an Industrial Biotechnologies business unit (BU) within Lesaffre. Procelys aims to support industrial fermentation industries by providing nutrients and expertise to improve growth and productivity of microorganisms and cell cultures. Our targeted market segments include: biopharma and diagnostic media; food cultures and probiotics; food and feed bioingredients; renewable chemicals; and bio-agriculture. Most of our products sold are yeast-derived products manufactured in China, or France.