Account Manager - Dairy (Melbourne)

About Kerry

Kerry is the world's leading taste and nutrition company for the food, beverage and pharmaceutical industries. Every day we partner with customers to create healthier, tastier and more sustainable products that are consumed by billions of people across the world. Our vision is to be our customers' most valued partner, creating a world of sustainable nutrition. A career with Kerry offers you an opportunity to shape the future of food while providing you opportunities to explore and grow in a truly global environment.

About the role

Work location:         Melbourne, Australia
Reporting to:           VP - Lactase

Key responsibilities

The allocation of responsibilities revolves around three key pillars: business growth, account management, and customer leadership. Therefore, the following details will delve deeper into each of these areas.

Business growth:

• Drive competitive advantage in the region:  drive and enhance the unique value proposition of the Lactase portfolio and of Kerry as a whole.
• Drive sales development and maintenance from scoping to closing.
• Management and training of distributors.
• Key and Strategic account management.
• Execution on regional market plans and account plans.

Account planning:

• Budgeting and forecasting.
• Develop, manage, and maintain a solid sales project pipeline with deep knowledge of each project, health of the project, forecast, probability of success, risks and competition.
• Creation of yearly account strategies for strategic and key accounts. 

Customer leadership:

• Develop customer relationship and partnering.
• Gain in depth knowledge of customer´s organization, priorities, portfolio and needs.
• Bring to the table credibility, competence and presence that makes Kerry the partner of choice. 

Key Performance Indicators:

• Revenue progression: Securing and developing Sales across the whole Lactase and Lactosens portfolio.
• Margin progression: Increase of contribution margin.
• Adherence to the regional and global marketing plan: strategic focus, initiatives and pipeline roll out.
• Contribution to increasing the overall team knowledge of the market and competition.
• Account plan creation, alignment, and execution.
• Positive impact on the overall customer experience (NPS).

Qualifications and skills

• Bachelor’s Degree in Science, with minimum 3 years of commercial sales/account management experience in B2B Ingredient industry preferably from Food or Dairy industry.
• Experience in Enzymology, Dairy processes, and a deep understanding of the market landscape.  
• Track record of achieving a sustained business growth through strategic and key account management.
• Proven capabilities to monitor versality in customer dialogues and relationship development & maintenance, both with large customers, small to medium size customers and with distributors. 
• Ability to work independently whilst contributing as a valuable member of the global sales team.