Technical Account Manager, Food & Nutrition

About the role

The Technical Account Manager will support IMCD US's Food & Nutrition business in the Pacific Northwest. This role requires a results-driven professional with strong technical sales, relationship building, and business development skills.

Responsibilities

• Develop and maintain sales within a specific business unit using Key Sales Performance Indicator system and other tools.
• Ensure implementation of business plans for each product line.
• Set, regularly review, and revise Call Frequency Schedule.
• Manage meeting call plan for each account.
• Maintain existing business and report on business regularly, review variances, and take action as necessary.
• Maximize margin contribution (and maintain).
• Develop and progress targets, ensuring new business is landed and new opportunities are added.
• Build and cultivate relationships with customers, involving other IMCD personnel and principals.
• Report submitted in a timely manner, following guidelines for Existing Business and Target Business reports.
• Comply with CRM data and execute sales activity relative to slow/dead stock, monitor contract balances, and advise customers on inventory.
• Complete account coverage by Principal, actively participate in local industry events, and manage account profitability.

Requirements

• Thorough and complete understanding of the customer's business.
• Multi-level relationship development initiated and planned by the sales representative.
• Proven experience in organizing sales calls and schedules, and evidence of detailed reporting.
• Proven track record in developing and maintaining client relationships.
• Proven track record in developing new sales and accounts.

Skills

• Customer relationship management.
• Establish connections between customer and CSR’s to ensure day-to-day fulfillment, requests, and issues are resolved in a timely/efficient manner.
• Complex organizational skills to coordinate and communicate between multiple customer contacts, internal resources, and Principals.
• Develop prioritized account growth plans, including annual forecasting and budget.
• Manage account profitability – profit contribution.
• Deliver assigned sales KPIs (call/visit frequency and reporting, Opportunity targets and updates, revenue, margin, prospect accounts, maintaining clean CRM data).
• CRM compliance against Call Prep and Product Reporting – Action items and account updates.
• Complete account coverage by Principal, active participation in local industry events, trade associates, etc.
• Execute sales activity relative to slow/dead stock, monitor contract balances, and advise customers on inventory.

Qualifications

• Minimum of one to three years’ experience in technical sales, distribution experience preferred but not required.
• Bachelor’s Degree in Science, Food Science, Business, or relevant field of study.
• Proven experience in organizing sales calls and schedules, and evidence of detailed reporting.
• Proven track record in developing and maintaining client relationships.
• Proven track record in developing new sales and accounts.

Desired Qualifications

• Hunter mentality with passion for seeking new business and closing deals.
• Competency in SFDC, Sales Management Systems, and Microsoft Office or equivalent.
• Exceptional skills in developing and maintaining client relationships.
• Demonstrated enthusiasm and self-motivation.
• Must be hands-on and enjoy a broad range of activities.
• Will exhibit an eagerness for contributing beyond immediate duties and getting the job done.