PURPOSE OF THE POSITION
- Responsible to strategically plan and implement sales to Key Accounts in the Animal Nutrition industry/business in Thailand.
- This position will entail understanding customer needs at various levels and roles, cultivating relationships with key stakeholders, identifying opportunities to create value from our portfolio of products, services, and solutions, and to define the approach to capture value.
- Will require strong key account management capabilities, including crafting robust account plans that coordinate regional and local technical resources.
Key Responsibilities
Account Management
- Drive Value Selling execution within the Key Accounts
- Apply IMPAX process (research, communicate, present) and ensure performance and development
- Drive sales process at customers as required by direct customer interaction (e.g. visits, customer workshops)
- Measure and report progress and success at the key account by conducting quarterly review and outlook meetings with account teams and adjust action plans and activities
- Ensure, control and actively contribute to:
- Offers and contracts, incl. their documentation
- Solving open points in processing and logistics
- Controlling of risk management
- Controlling and improving the complete order to cash process (weekly tracking lists)
- Follow Evonik Industries AG policy on export control
- Conducting complaint management according to valid process description
Pricing
- Provide input into global pricing for Key Accounts based on market research and analysis
- Execute price strategy and ensure pricing compliance at the key accounts
- Provide constant feedback to Sales and Marketing management on chances and risks of current pricing framework to optimise price volume steering
Markets and customer intelligence / Planning / Business development
- Develop and implement key account(s) sales and marketing plans together with Regional Strategic Marketing Directors
- Analyse market development and potential and propose ideas for enlarging own market position and exploitation of potential at key accounts
- Guarantee reliable and complete rolling forecasts for each product line in a timely fashion
- Observe, analyse and report competitors´ marketing activities and strategies (e.g. products, personnel, processes)
Innovation
- Continuously research customer needs and expectations in the field of products, services, processes and supply chain and propose measures to improve customer satisfaction, process performance and cost
Capabilities And Performance Development
- Act as a role model for “Evonik Global Social Policy”
- Lead and motivate account team members
- Support training and development of indirect reports
- Continuously adapt own and team skills / competencies to stay ahead of market and industry needs
- Guarantee and support timely and efficient use of performance management tools (e.g. Individual target setting, Management Development Review, Performance review)
Requirements
Education, Certification and/or relevant experience required:
- Bachelors in Animal Nutrition, Science, or Health
- Approx. 5 to 8 years of managing large and complex Key Accounts in the Animal Nutrition industry/business in Thailand and across Asia
Additional skills and abilities required for this position:
- Leadership (manage without direct authority)
- Strong relationship/trust building capabilities
- Key Account management skills
- Project management skills
- Ability to work in and across international teams
Technical/Specialized Knowledge:
- Scientific competence in animal nutrition, health, and physiology
- Present and communicate technical feed additive mode of action and related concepts
