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CSM Ingredients is the leading supplier of highest quality ingredients with a wide range across bakery fats, pastry and bread Ingredients as well as food solutions for multiple industrial applications in bakery, dairy, non-dairy and the ice cream industry. Our team of expert professionals serves artisanal and industrial bakers, global foodservice operators and retail chains in more than 100 countries. Our focus on innovation and excellence in product development and the global manufacturing presence make CSM Ingredients the partner of choice for the industry.

In 2021 CSM acquired HI-FOOD, a growing Italian developer and producer of innovative plant-based, natural and clean label functional ingredients for the food industry. The HI-FOOD portfolio of ingredients includes innovative vegetable fibers, Meltec® (a semisolid sugar replacement fiber), plant proteins, natural anti-mold, egg replacement, palm oil replacers, and various other customizable ingredients and solutions for highly technological food ingredients. In recognition of its innovative culture, HI-FOOD won the Innovation Award during the FIE fair in the plant-based category.

An exciting opportunity for a passionate commercially-minded individual to take our functional ingredients business to the next stage in the clusters DACH (Germany, Austria, Switzerland) and BENELUX (Belgium, Netherlands, Luxembourg).
Going forward and based on the traction successfully gained in the DACH cluster, the candidate might be requested to focus on these markets.

We are looking for a permanent employee home-based in Germany as

Key Account and Sales Development Manager (m/f/d) Functional Ingredients

As Key Account and Sales Development Manager (m/f/d) HI-FOOD Functional Ingredients DACH and BENELUX, you will report directly to the Sales Director Industry DACH. The role also requires close collaboration with the HI-FOOD technical team. The main focus of the role is to grow the sales of our functional ingredients and to strategically expand our customer base in line with defined targets and targeted product categories as well as to diversify the application of our functional ingredients business in the covered markets. In addition to the functional ingredients focus, the candidate will also be expected to grow the broader offering with customers. The role also offers the opportunity to play a very important role in the further integration of HI-FOOD into the CSM Group and to act as an ambassador for functional ingredients within the industry team.
The successful candidate will have a strong network within the industry. Their in-depth technical knowledge of functional ingredients will complement their sales approach and enable them to maintain our competitive advantage: our ability to listen to unmet customer needs and, by focusing on the performance rather than the specifications of our ingredients, to use our expertise to find new solutions.

Secrecy and confidentiality:
Due to the confidential nature of parts of our business, a secrecy and non-competition agreement will be a requirement to filling this role.


Aufgaben
  • Grow existing DACH and BENELUX business by increasing sales volume.
  • Grow existing accounts but also identifying new areas to leverage our innovative technologies.
  • Actively work with the CSM industry sales and technical teams to pollinize them with the product capabilities and culture of HI-FOOD. Be an active ambassador of HI-FOOD within the rest of the CSM organisation, thereby continuously facilitating the integration.
  • Actively drive synergies between HI-FOOD and CSM at customer and product levels
  • Build a strong sales development pipeline through effective customer relationships.
  • Deep understanding of market innovation and customer requirements
  • Forecasting and reporting on agreed goals and plans
  • Collaborate with our research and innovation department to deliver objectives.
  • Feed back into the R&I department all the customers' unmet needs and innovation opportunities.
  • Proactively share with her / his peers from other markets the experiences and success stories, but also disappointments and failures encountered with customers.

Tasks and activities:

  • Grow revenue by increasing current clients' sales and by actively generating new leads, both in terms of potential clients and markets.
  • Create and track a solid project pipeline and setting priorities among leads
  • Manage distributor relationships supporting their activities and monitoring their performance, for example, through quarterly business reviews
  • Organize innovation and training sessions for select clients and distributors (incl. R&D and marketing functions)
  • Identify required sales material such as teasers, case studies and videos for each product or relevant application and contribute to their preparation in collaboration with Marketing and R&D
  • Coordinate technical development projects between the R&I team and clients from product approval to commercialization.
  • Close liaison with R&I to provide solid technical support to clients and distributors.

Profil
  • Extensive experience in B2B and added-value ingredients sales
  • Proven knowledge of the food ingredients sector including functional blends, bakery, savoury, sauces, meals, special foods, plant-based
  • Excellent interpersonal skills and ability to communicate across hierarchies within the business and with customers.
  • Ability to work independently.
  • Ability to travel extensively within the geographies of direct responsibility, the HI-FOOD headquarter in Parma, and occasionally Europe.
  • Ability to manage and coordinate technical development projects efficiently
  • Language skills: fluency in English is needed, other language skills are appreciated

Wir bieten
  • Great personal and professional growth opportunity through joining a motivated team led with a proven track record in the food tech industry.
  • Flat hierarchies enable a dynamic environment which empowers colleagues to work flexibly and autonomously to achieve greater results.
  • We are the leading edge of the food technology business focusing on innovative and high-value products in growing markets (e.g. meat analogues industry).
  • Continuous learning and development relating to the latest innovative technologies in food tech with access to state-of-the-art manufacturing, R&D facilities and application pilot plants dedicated to different food technologies.
  • Generous fixed plus variable remuneration linked to sales results and agreed objectives
  • Company car, IT equipment, comprehensive financial benefits (e.g. company penscion scheme); business bike etc.
  • Career opportunities in a dynamic and growing international company