Group Account Manager (Food)

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The Group Account Manager (Food) is responsible for leading a team of Account Managers and Executives, focusing on customer retention and growth within the Food category. This role involves developing strategic growth plans, understanding customer needs, and fostering strong business relationships.

Responsibilities

• Lead a group of Account Managers/ Account Executives for the assigned customers in Food category.
• Be responsible for retention of accounts while driving growth (revenue and margin).
• Develop account penetration, development, and strategic growth plan.
• Strongly focus on customer engagement, demonstrating value and support as their business evolves and changes.
• Demonstrate a comprehensive understanding of customer needs and challenges – both long term and short term – and identify key buying factors beyond purchasing.
• Assess account opportunities, account trends and define growth aspirations.
• Identify key decision makers and influencers beyond purchasing (total enterprise) and craft relationship plan to enable a strong business-to-business partnership.
• Build partnership across customer organization allowing both parties to extract value.
• Conduct regular cadence of systematic business and performance reviews with key customers managers and executives.
• Be capable of forecasting and developing financial and pricing models.
• Develop, maintain, and execute on action plan for how key account will achieve positive growth, improve profitability, and other financial targets.
• Manage and execute negotiations including developing value propositions for the account either independently or as a leader of the team.
• Collaborate capabilities of cross functional partners to build a cohesive key account management.
• Coordinate and oversee information flow and action planning with relevant functions (cross-functional team coordination) via strong program management skills.
• Travel and visit customers.
• Ad-hoc from Hiring Manager.

Requirements

• 5 years of sales or equivalent experience; preferably in working with large multi-national customer accounts.
• Experienced in New business to business (B2B) development required.
• Knowledge and experienced in packaging, chemical, printing, or relevant technical fields is advantage including corporate culture with multiple stakeholders and diversity.
• Understanding of the Fast Moving Consumer Goods (FMCG) markets.
• Has the functional skills to do the job at a high level of accomplishment.
• Commercial acumen.
• Proficient in modern selling techniques.
• Customer account management experience, including call cycles and routine contact management.
• Establish and maintain relationships and understand customer needs.
• Assist to continuously improve Customer service, and Share of Wallet (SOW) opportunities.
• Coordinate, quotes and samples to present to customer in order to meet needs and deliver new and or repeat orders.
• Ability to recognize situations that require the use of appropriate call techniques, and the skills to persuade customers to reach mutually beneficial outcomes.
• Demonstrated skill in creative thinking, problem solving and conflict resolution.
• Has the ability to engage additional resources where required to assist in delivering solutions.