Sales Representative, T&HS, Benelux and Nordics (m/f/d)

LOCATION: Netherlands or Germany

REPORTS TO: Manager, Sales, Central and Eastern Europe

REPORTS: None

WORKPLACE TYPE: Hybrid / Fully Remote / Office

Company Background:

Ingredion is a global Fortune 500 provider of ingredient solutions that touch millions of lives, every day. With over 19,000 customers in 120 countries, we create solutions that help nourish, comfort, and delight people all over the world. We are proud to source our strength from nature. That’s why we’re growing sustainably, with an industry-leading product portfolio that includes plant-based proteins, sugar alternatives and clean and simple ingredients that deliver on changing consumer needs while protecting our planet. Although we are best known for our food ingredients, we are much more than a food business. We co-create bespoke solutions with our customers; from cosmetics and beauty, to paper and textiles, to pharmaceuticals, driven by relentless curiosity. We make it our business to anticipate industry trends, and to bring together the potential of people, nature and technology to make life better.

We don’t just make ingredients. We create possibilities. Be What’s Next® with us.

The Sales Representative is responsible for managing customer sales activities for the assigned customer portfolio to deliver strong business growth throughout the region, with the aim of exceeding annual plan & strategy targets. The role will involve managing existing Customers, as well as uncovering and developing new business opportunities in line with the segment strategy.

Core Responsibilities:

• Business growth – Deliver exceptional business growth and goals for the segment/region. Creating cross-selling opportunities within the existing customer portfolio. Winning business with current and new target customers.
• Account Plans – Develop and executing account plans, using the Company systems and processes, to grow Ingredion’s sales share at customers. Ensure the account plans are well communicated and developed with internal and external stakeholders.
• Price and contract management – Implement competitive and value add pricing to ensure maximum value for Ingredion. Conclude annual contract negotiations on prices, payment, and delivery terms, ensuring Ingredion grows in line with its business goals and ambitions.
• Delivery of customer projects – Seek out and identify growth opportunities at customers to drive growth of Texture and Healthful Solutions. Initiate growth projects with existing and new customers to ensure the project targets are met in full. Ensure customer project briefs are received and validated in line with Ingredion’s brief requirements.
• Innovation – Bring new ideas and concepts for consideration on a regular basis. Be the voice of customer for our customer base in the assigned region. Accelerate sales of recently launched products. Identify new pockets of growth and emerging trends.
• Customer Centricity & Experience - Continuously develop and broaden the relationship with Customer including building the stakeholder network at customers. Create a positive customer experience across relevant functions and seniority levels. Meet the activity targets by increasing presence and connections at our customers, retailers and food service providers. Own the Customer Experience at the customer interface, ensuring surveys are followed up promptly and the customer receives the appropriate service and experience in-line with our Customer Segmentation model.
• Internal Stakeholder Management - Develop an effective working relationship across relevant functions. Utilise internal support such as Technical Service, Marketing, Customer Services Supply Chain and Finance to lead and/or support efforts in project development, supply planning, debtor management and other activities.
• Resource coordination – Utilise internal support such as technical service, customer service and marketing to deliver a high level of service and fast-track project delivery for our customers.
• Management of Customer Relationship Management data – Comply with best practices and company standards for data management and reporting. This includes SalesForce.com and other software packages such as CPQ where the Sales Representative is ultimately responsible for data accuracy and completeness. Forecasting is of critical importance for Ingredion’s operational and financial planning, the Sales Representative is responsible for working closely with Customers and Supply Chain to ensure we have accurate sales forecasts.
• Continuous development and learning – Fully adopt company standards in Sales Excellence and use available learning opportunities to stay current with new developments in the sales and commercial area.

Qualified candidate will have:

• Degree qualified in a science, business, or economic discipline.
• Solid commercial/sales experience in the food ingredient, specialty chemistry industry or other related industry with a proven track record of delivering projects, sales, and business growth in a specialty environment.
• Understanding of food processes and formulations is beneficial but not critical.
• Exceptional commercial acumen and understanding of factors impacting bottom line results.
• Passionate about sales, account management and driving growth.

Required behaviors and skills:

• Win with Customers – Understands and shapes needs. Create distinctive value. Build deep relationships.
• Drive for Results – Drives execution whilst remaining flexible. Identifies improvement opportunities. Targets and prospects to accelerate the sales cycle.
• Inspire and Influence – Energise and Motivate others. Effectively influence to drive a successful outcome.
• Willing to try new approaches, learn and fail fast with the ability to adapt quickly.
• Entrepreneurial mindset, laser focus on the customer and how we can win in the market.
• Resourcefulness – Implements resourceful solutions to problems.
• Persuasion – Negotiates to close.
• Advisor – Understands the customer’s knowledge, context and experience when evaluating the best solution.

Other:

• Able to work within a matrix organization to achieve sales results.
• Position requires frequent travel to customers (face to face) across the assigned region and to Ingredion sites. Activity targets are set on an annual basis which define the minimum levels of activity that is expected for face to face, and non-face to face interactions.

Attention Recruitment Agencies: The Human Resources team manages recruitment for all positions at Ingredion. We will only accept resumes from a search agency/recruiter if we have a signed agreement in place, we have formally requested your help on a specific role, and resumes were introduced via our Workday system. Unsolicited resumes sent to Ingredion will be considered property of Ingredion. Ingredion will not be responsible for any fees associated should we interview or hire from any unsolicited candidate introduction.

Relocation Available: