Sr. Sales Account Manager - Distribution NOAM

Tate & Lyle Public Limited Company is a London based, global supplier of diverse food and beverage products and solutions to food and industrial market.

Tate & Lyle's purpose, Transforming Lives Through the Science of Food, inspires everything we do. Whether it’s by making food and drink healthier and tastier; continuously improving how we work; promoting a safe working environment; or making a difference to our local communities, we believe we can successfully grow our business and have a positive impact on society.

With almost $3 billion in sales and 5,000 employees worldwide, we serve the customers in 12 countries.

Position Summary

The Sr. Sales Account Manager - Distribution NOAM is a critical role to deliver against the company’s future growth ambitions, especially via distribution channel.

The individual will take the responsibility for building the relationship with one of the most strategic distribution partners in North America. Accountability will be to deliver the operating plan and strategic path for the distribution business in North America.  The ideal candidate should have experience in direct or indirect sales with a focus on food & beverage market. Previous experience managing a distribution channel to market model is an advantage. Core competencies include business savviness and growth mind-set, integrity, collaboration, curiosity and analytical strength.  

The Sr. Sales Account Manager - Distribution NOAM will partner with our distribution partner, their teams and the end customers to achieve metrics designed to ensure sustainable growth. Ability to work with various internal and external functions is critical. Ability to work in matrix organization and manage diverse projects is required. 

This position offers excellent growth potential due to its impact on regional P&L, internal & external relationship exposure and overall visibility.

Principal Duties & Responsibilities

• Grow the business via Distribution channel

• Manage the relationship with the biggest distribution partner in the region

• Develop an in-depth strategy & Business Development Plan for growth in cooperation with distribution partner across the product lines in North America

• Drive all sales activities in conjunction with the partner and other supporting functions such as marketing, technical support etc.

• Train and support distributor to improve selling ability, pursue key prospects and opportunity pipeline

• Proactively develop the regional opportunity pipeline in coordination with the technical support managers to ensure a permanent growth pattern

• Maintain and update Distribution and Agreement in cooperation with Legal

• Negotiates Distributors price list and terms of sales for high value food, beverages as well as consumer and industrial ingredient products

• Support the development of the technical understanding of the portfolio and solutions

• Develop account plans for the major accounts in the region in partnership with the distributors

• Develop segment plans in partnership with the distributors for strategic segments in the region

• Manage and monitor the sales forecast for his/her/their assigned territory

• Monitors, analyses, and evaluates market performance and customer feedback to identify customer “pains”, in order to generate solutions

• Monitors, analyses and evaluates market trends, consumer behavior and competitor activity to identify market opportunities for products/services

• Supports distributor in organizing customer seminars, visits with Technical Sales manager and attend exhibitions

• Support Distribution partner trade show activities including utilizing shows to schedule key customer meetings

• Write and attach call reports and market competitive activities in the CRM system

• Maintain/Improve intimacy with the customers in core market segment

• Provide Voice of Customer (VOC) feedback to internal functions

• Use Customer Value Creation (CVC) methodology and be capable to articulate the Value Proposal of our offering at our customers versus Most Likely Alternatives (MLA)

Requirements

Education

Relevant business/management degree; ideally combined with science studies or degree

Experience

Preferred >5 years of experience in direct sales or distribution management, R&D, Technical Services/Support or Account Management functions within the Food/Consumer & Industrials products areas, ideally with companies producing Functional Ingredients to th