Do you combine strong Key Account Management expertise and passion for Food ?

At Puratos, we’re looking for an International Key Account Manager (iKAM) for some of our important strategic industry customers from the industrial Bakery segment.

The International Key Account Manager role is a key role within the Puratos organization. In this position, you will develop profitable sales through 50+ local key account managers based in 10 to 20 countries, create long-term term partnership with assigned strategic industry customers, reach the profitability objectives and contribute to the evolution of the iKAM role.

You will join our International Key Account Management team. The job is based in our HQ in Belgium (Groot-Bijgaarden near Brussels).

In this role 50% travel is foreseen and remote home office à rato 2 days max/week.

You will report to the Global Channel Director Industry. You have +/- 50 indirect reports, spread across the countries where your customers operate.

Key Accountabilities

The International Key Account Manager will define and implement a joint business plan, coordinate and manage the local business development teams.

You will have a multidisciplinary (logistics, marketing, data, New Product Development, P&L, …) approach to support profitable business growth.

In This Role, You Will

• Build strong customer intelligence powered by data and BI:
• Build the customer profile (using CRM tool) and communicate to the local KAM’s
• Support the local teams in building customer intelligence for proper decision making
• Set-up international price comparison on key products and periodical update
• Exchange all relevant information between countries on a permanent basis
• With your team, you will document all relevant customer information into CRM (meeting & call reports, confirmation of terms & conditions, …)
• Build and execute with local KAMs the strategic planning
• Develop the customer strategy together with the local Key Account Managers; formalize that strategy in a Long Range Profit Plan and into short term actions in a yearly Key Account Plan.
• Organize a bi-yearly Account Review Meeting where the local Account Managers are physically present to review the strategy, build the Global Account Plan and align the Local Key Account plans.
• Organize Joint Business Plan meetings with the customers
• Manage projects & develop Business
• Follow-up on implementation of the local Account Plan for the key projects by organizing quarterly project reviews with local business development teams
• Organize a central customer project list and keep it up to date
• Exchange New Wins & Best Practices between countries
• Give direct support to countries for major projects when appropriate
• Coordinate pricing with the support of the assigned Pricing Officer to guarantee consistency between countries - Build overview of customer’s prices, terms & conditions and keep it up-to-date
• Lead central price negotiations with support of the Pricing Officer when Customer has a Central Procurement structure
• Manage your Business’ P&L:
• Full P&L responsibility on the assigned strategic& international industry customers
• Based on KPI’s (volume & sales, profitability, supply chain level, quality, …), drive the business and make sure corrective actions are defined & implemented in case of deviations versus objectives.
• In close collaboration with Operations create strong contingency plans for key items to be communicated with the customer
• Report progress on the results on a regular basis
• Be the Lead Contact for the Key Account’s international organizations:
• Set up a yearly business review with the C-suit (top-to-top meetings)
• Organize Business Steerco meetings with the key stakeholders and contacts within the customer’s HQ.
• Lead and coordinate international projects
• Lead international negotiations for international contracts
• Manage tenders/back-to-back/open book pricing requests
• Manage global quality and/or regulatory surveys
• Be active on your Organization’s Development:
• Assist the countries to set up appropriate Business Development teams for the selected Global Accounts and build their competences with trainings, techniques and tools.
• Support local organizations to build the best team by interviewing candidates whenever new/additional people are recruited within the business development team of the assigned Global accounts
• Participate in Talent management reviews of the dotted line KAMs and give input where and when appropriate
• Animate, train, motivate and coach the international Key Account team
  
  

Who are we looking for?

• Master degree in Food Sciences, Commercial Engineering or Economics or equivalent by experience
• Minimum 5 years recent proven track record in Key Account Management ideally on international accounts, preferably in the Food industry, FMCG, Chemical or Retail. A Key Account Management experience with large customers from the industrial bakery segment or with customer logistics/supply is a plus
• Digital savvy, at ease with a variety of digital tools (PowerBI, CRM, ..)
• Analytical mind and strategic thinker: Big picture view on business opportunities with a multifunctional perspective (R&D, technical, logistics, operations, customer marketing..)
• Good sales and negotiation skills
• Business & result driven, with Financial and P&L skills
• Strong in planning, project management and problem solving
• Strong interpersonal skills : establishes easily contacts in different cultures and able to communicate, influence and align at different hierarchical levels/functions, comfortable to operate in matrix-organizations
• Team player, team animator and profound leadership skills. Act as a motivator and coach
• Fluency in English is a must. Good French or Spanish or Dutch is a strong asset. Any other language is a plus.
• Travel: up to 50%
  
  

Why should you join Puratos?

Benefits

You will be welcomed in a dynamic work environment where passion for innovation, team spirit and continuous improvement are key. You can count on a competitive salary package with attractive benefits such as:

• Meal vouchers (8€/day)
• Group, dental and hospitalization insurance fully paid by Puratos
• 13th month pay
• Company car
• Minimum 5 training days per year
• Responsibilities and the possibility to take ownership of your work
  
  

Watch Our Corporate Movie And Feel The Puratos Magic

https://www.youtube.com/watch?v=XNRsBzuRlNI

Who are we?

Puratos is a growing, international, Belgian family business with a team of more than 10 000 employees worldwide. Since 1919, we have been developing, producing and distributing innovative ingredients for the bakery, patisserie and chocolate sectors and helping our customers to be successful. We are committed to the health and well-being of people and protecting the planet.

Are you looking for the right recipe for your career? Choose Puratos, a Top Employer in Belgium.

We at Puratos cultivate an inclusive global workplace, that fully embraces diversity and equal opportunities for all. We strive to reflect the richness of our customers, communities and society, accelerating our ability to innovate and deliver on our commitments.