Technical Sales Representative at Ingredion Incorporated

Job description

Reports To Business Manager

Primary Functions

• Market specialty products to customers in Eastern Africa.
• Generate, follow up and close sales leads.
• Account management.
• Customer Support.

Supervision None

Area of Responsibility 1 – Sales Growth

• Apply financial and business analysis tools to create value for customers and Ingredion.
• Grow Ingredion’s food business in the territory by recruiting and developing new customers
• Conduct analysis to evaluate financial and business benefits and risks in new projects
• Utilize market intelligence and knowledge of competitors’ activities to develop account strategies.
• Use Ingredion product deployment plan to drive product extensions with existing customers in line with changing consumer needs.

Critical Deliverables

• Achieve set volume and net sales growth targets.
• Expand customer base
• Expand sales to new application areas.
• Maximize profitability by selling right product mix.

Area of responsibility 2 – Market Development

• Demonstrate the value of our products and identify new product innovation opportunities to drive business growth within and outside Kenya.
• Work with technical service representative to create formulations and required prototypes to be presented to existing and prospective customers.
  Construct and deliver persuasive sales presentations to prospective customers.

Critical Deliverables

• Engage with customers and grow Ingredion’s footprint outside of existing markets.
• Area of responsibility 3 – Opportunity Management
• Identify and explore new application and market segments for future growth.

Critical Deliverables

• Growth plans for identified segments and regions
  Develop and service prospects lists and provide progress feedback.
• Area of responsibility 4 – Create Value Based Solution for Customer Needs.
• Apply deep understanding of consumer trends, customer needs and Ingredion strategy to develop value based selling proposals for existing customers and prospects
• Quantify and articulate potential value to customers.

Critical Deliverables

• Develop long term business partnership with customers.
  Deliver value based sales proposals.
• Area of responsibility 5– Price Negotiation and Receivables Management
• Effective price negotiations to secure the business and meet profitability objectives.
• Demonstrate value from Ingredion’s total solution and support to secure targeted customer pricing levels.
  Work with oncerned persons in managing customer pricing based on the product costs.

Critical Deliverables

• Deliver targeted pricing levels based on profitability targets
  Ensure customers pay for supplied goods in line with approved payment terms.
• Area of responsibility 6 Generate Solutions to Resolve Customers’ Problems and Complaints
• Engage with customers to find out any problems with supplied products.
• Listen to customers, understand and analyze their problems and complaints, and recommend solutions or cascade appropriately.
  Document problems and solutions to prevent re-occurrence and mitigate future complaints.

Critical Deliverables

• Deliver 100% resolution of all customers’ complaints within set timelines.
• Area of responsibility 7 Resource Coordination
• Work closely with technical service, customer service, business development & marketing to serve customers and deliver customer growth projects.

Critical Deliverables

• Deliver value based sales proposals.
• Streamlined business team.
• Efficient use of organizational resources.
• Product and Application Knowledge

Area of responsibility 8 Advise Customers on Ingredion Range of Products and Applications.

• Design trial plans utilizing technical resources available to create innovative solutions.
• Stay updated on key technologies and developments in the food industry and advise customers accordingly.

Critical Deliverables

• Deliver business growth through product deployment
• Area of responsibility 9 Effective Communication with Internal and External Stakeholders.
• Develop an effective working relationship with relevant stakeholders both external and internal to deliver business objectives short, medium and long term.

Critical Deliverables

Build networks within Ingredion (technical service, finance, supply chain, business development& marketing) and customer organization and leverage on the good relationship to meet the business goals.

Knowledge, Skills, And Requirements

• At least 3 years’ commercial experience in B2B sales.
• Work experience in the food or food ingredient industry.
• Good understanding of food manufacturing processes and formulations.
• An undergraduate degree in food science and technology or related discipline.
• A business qualification is an added advantage.
• Fluent in English and Kiswahili.
• Analytical & numeracy skills
• Good communication skills

Desired Behavior And Experiences

• Food lover
• History of successful projects i.e. delivering innovations.
• History of business growth success e.g. acquiring new customers