Account Manager

Key Account Manager

Zentis is Europe's number one fruit processing company and one of the leading brand manufacturers of jams, sweets and custard-based dessert.

The Company's North American operations are located in Philadelphia, Pennsylvania and Plymouth, Indiana, where we produce fruit and dairy preparations for a variety of customers including yogurt, ice cream and bakery manufacturers.

The Key Account Manager is responsible for a portfolio of current customer accounts. They will work to deliver positive business results with relation to their accounts, as well as develop new business.

Positive business results include increasing sales, profitability, and business execution. The Key Account Manager will support Zentis’

s overall business strategy, as well as developing sales strategies for individual accounts and / or business lines. The ideal candidate will be able to act as both a team player and as leader, have strong analytical skills, be a self-starter, and be accustomed to executing for results.

The Key Account Manager will be able to manage various responsibilities / projects and know how to prioritize effectively.

They will act as a key influencer across the organization to drive business excellence.

Primary Responsibilities :

• Deliver business results : Develop and execute strategy to achieve positive business results such as additional profit, sales volume, and / or forecast accuracy.
• Manage customer relationships : Develop strong relationships with customers, understand customer needs, potential opportunities, or threats to business.

Position is fully responsible for all aspects of customer relationship (sales / service / quality / R&D / financials / forecasts / communication / etc.

Position will manage regular customer events such as RFPs / Pricing Negotiations, Business Development. – Cross Functional support / expertise is provided.

Business Growth : Grow business with existing customers. Identify, evaluate, and secure new business at existing customers (grow our share of the customers business).

Expand business : Identify, evaluate, and secure business at NEW customers that can improve upon organizations margins or utilize open capacity (depending upon current company situation).

Identify opportunities to expand to new markets, or innovations.

• Support business excellence : Support internal team in all aspects of customer support. Provide accurate forecasts, identify pain points, manage new business projects, and work with team to overcome obstacles to business growth and success.
• Stay up to date with industry trends : Collect and interpret market data to be able to provide value added services to our customers that extend from ingredients, consumer behavior, to packaging.

Use information to drive and influence positive business decisions for the company.

Formal Education Required :

• Bachelor’s Degree (business / food science or comparable) or equivalent work experience Required.
• Master’s degree is a plus.

Specific Experience and Key Knowledge Requirements :

Minimum 3-5yrs of outside sales experience.

Special Skills and Abilities Required :

Required :

• Initiative – does more than what is required or expected……proactive rather than reactive.
• Accountability (self & others)
• Project Management Skills
• P&L Management / Financial Literacy / Pricing Experience
• Conducts self in professional manner.
• In depth problem solver, not just surface level.
• Computer skills (PowerPoint, Excel, Word. SAP and PowerBI a plus)
• Business building (fact based, as well as relationship selling)
• Ability to learn software applications (ex. SAP / Syndicated data / Business Warehouse)
• Strong communicator & detail oriented
• Ability to work cross functionally to achieve desired results – delegation skills and collaboration skills.
• Ability to travel to meet w / Customers & Conferences (occasional weekend travel required)

Preferred but not required :

• Culinary Training / R&D / Technical knowledge
• Food Ingredient sales experience
• Developer of people (has lead teams)

EOE / M / F / H / V