Business Development Manager - Dairy

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

Key responsibilities

Business growth:

·Drive competitive advantage in the region: drive and enhance the unique value proposition of the Lactase portfolio and of Kerry in the Dairy EUM.

·Drive sales development and maintenance of Lactase business from scoping to closing.

·Support the correct application of our portfolio at customers and identify opportunities for broader applications at customers.

·Training of distributors in our Lactase portfolio and support key customers on scale up/troubleshooting.

·Support sales teams in each market to identify opportunities for Lactase based on market knowledge, customer mapping, competitor intel. Drive the Discovery pipeline with regular market and customer visits at agreed customers with the account team.

·Execution on regional market plans and support each account manager in building growth account plans for target customers.

·Support each account manager to develop and maintain a solid sales project pipeline with deep knowledge of each project, health of the project, forecast, probability of success, risks, and competition.

Supply & Demand management:

·Budgeting and forecasting for the Lactase business across Mexico, Central America and Andean Region countries, working with each account manager to ensure there is seamless communication of demand and ensure supply is supported.

·Work with the global Product Management and global supply chain team to ensure appropriate controls are in place to optimize stock holding and ensure seamless customer experience.

Customer leadership:

·Bring to the table credibility, competence and presence that makes Kerry the partner of choice in Lactase and in Dairy. Be seen as the expert in our technologies and in Dairy processing for us to win with customers.

·Develop customer relationships in conjunction with the account team.

·Gain in depth knowledge of customer´s organization, priorities, portfolio and needs.

Key Performance Indicators:

·Revenue and margin progression: Securing and developing Sales across the whole Lactase and LactoSens portfolio.

·Pipeline growth and delivery.

·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 in Lactase and Dairy.

·Positive impact on the overall customer experience (NPV)

Qualifications and skills

·5-8 years of commercial sales and account management experience in B2B ingredient industry preferably from food or dairy industry

·The candidate would typically hold a bachelor’s degree in science with proven Sales & Marketing skills. This includes competencies in Enzymology, Dairy processes, Dairy industry, account management and market knowledge.

·Proven track record of achieving a sustained business growth through technology management.

·Self-driven with excellent interpersonal skills.

·Language requirements: Native knowledge of Spanish, proficient English both verbal and written.

·Passionate and engaging personality able to work independently whilst contributing as a valuable member of the commercial team.