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Commercial Director
hace 2 meses
Kerry is a leading global taste and nutrition partner for the food, beverage, and pharmaceutical industries. We collaborate with our customers to create innovative products that meet their needs for great taste, improved nutrition, and functionality, while also ensuring a positive impact on the environment.
Our MissionWe strive to be our customers' most valued partner, creating a world of sustainable nutrition, and aim to reach over 2 billion consumers with sustainable nutrition solutions by 2030. With a global presence and a team of over 23,000 people, we supply over 15,000 food ingredients and flavor products to customers in more than 140 countries worldwide.
About the RoleThe Commercial Director for the CACAR & Andean region will be responsible for defining and managing the short- and long-term customer/channel strategy and product portfolio strategy. This role will be accountable for the commercial P&L and will lead and develop the commercial team to deliver growth and profitability.
Key Responsibilities- Team Management: Manage the commercial team, being accountable for the team's performance and its professional and career development.
- Commercial Performance Management: Own commercial performance management processes, including annual budget setting, pricing programs, and accounts planning.
- Regional Strategic Growth Plans: Develop and implement regional strategic growth plans aligned globally and consistent with Kerry's offerings and customer's overall direction.
- Business Development: Develop and execute strategic plans to achieve business targets and to grow the Andean region business, enhancing business mix gross margins.
- Business Opportunities Pipeline: Develop and manage the business opportunities pipeline. Lead the progression of key customer projects by ensuring communication flow between customer and relevant cross-functional areas.
- Global Account Team Collaboration: Support and collaborate with the global account team in the development and implementation of an aligned global strategy.
- Customer Relationships: Develop senior-level customer relationships to create sustainable growth for Kerry through a deep understanding of customers and their business practices.
- Communication and Issue Resolution: Communicate key issues, project milestones, potential opportunities, and risks, customer requests, and needs to appropriate cross-functional team members. Advise on any changes or activities that directly or indirectly affect current or future business.
- Resource Allocation: Ensure that appropriate resources and actions are recommended to address customer-based issues, including competitive threats, product and service complaints, and information discrepancies.
- Sales and Marketing Support: Utilize Sales and Marketing supporting functions to assist sales efforts as well as develop and build Kerry's image and presence as a primary supplier at key customers.
- Market Intelligence: Identify and recommend new technologies and new market opportunities.
- Bachelor's degree in business or related field from an accredited university. MBA desirable.
- Proven ability of commercial team management and development.
- 10 years of experience in strategic account planning and execution in the food and beverages industry, specifically.
- Prior experience calling on C-level (VP level and higher) is required.
- Experience in Latam market - Central America and Andean countries business development.
- Proven ability to drive the sales process from start to finish.
- Knowledge of how to develop client-focused, differentiated, and achievable solutions.
- Understanding of how to position products against competitors.
- Proven ability to articulate the distinct aspects of services and products.
- Ability to work in a matrix organization and to collaborate and empower organization functions through the commercial process.
- Excellent listening, negotiation, and presentation skills.
- Excellent written and verbal communications skills.
