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European Sales Manager
In this challenging function you will work for an Operating Company with ambition and in an innovative, challenging and complex environment with a European business scope.
Het bedrijf / The company
All 20,000 employees at FrieslandCampina share a single passion: getting more out of milk and aim to help people move forward in life. With our range of branded products we reach millions of people in more than 100 countries. FrieslandCampina consists of a number of business groups and operating companies with offices all around the world. The corporate centre is located in Amersfoort, the Netherlands.
FrieslandCampina Dairy Essentials (DE) is one of the 5 business groups in FrieslandCampina. We are market leader in our field in terms of marketing, sales, production and innovation of high quality solutions to the EU retail & global industrial markets. Our global Cheese B2B unit is elementary in achieving the ambitions of the group. We defined the strategy with a very clear ambition to accelerate in the market and grow in terms of specific products, risk management and value creation.
The operating company Cheese B2B, being the biggest Sales Organization on cheese, has a major role in managing the cheese stocks with a specific focus on foil ripened cheese. In 2009 FrieslandCampina decided to set up and invest in a dedicated business unit focusing on B2B (Industry and Food Service) Cheese. Over the years we have built up our position in the market segment based on a sufficient customer and product portfolio, strong market and application knowledge and with a professional Sales & Marketing team.
De functie / The role
What will you do?
The strategy of Cheese B2B is to optimally sell the available volumes and optimizing the mix and is based on excelling at three pillars: (1) Pricing & Contracting, (2) Trading Up & Innovation and (3) Broadening the customer portfolio. As a Sales Manager for Cheese B2B you are co-developing and executing the commercial strategy of Cheese B2B in line with the overall Business Group strategy. You will manage an assigned customer portfolio and grow the portfolio for your own key region. Within your customer portfolio you will focus on improving value by trading up within the products supplied and also looking for new product opportunities (innovations). Besides managing your customer portfolio, you will have a strategic role in increasing the efficiency on our prospecting process and to expand the customer portfolio of Cheese B2B.
We are looking for a high performing sales professional experienced in the field of basic product sales with an added value approach in an industrial food/dairy environment. You are excellent in relationship management and growing the customer portfolio. You feel comfortable in a highly complex internal and external playing field. For your key region (multiple countries) you are responsible to grow your market in four different customer segments (e.g. Industrial Applications, Distributors), within different customer classifications (from Key accounts to Supply driven accounts). You are able to connect to the right levels in big international companies as well as privately owned companies and, in doing so, you are getting the highest value out of the cooperation with the customer.
Internally you are working with products from ten production plants and three packaging plants, connected by an S&OP hub.
A second part of your role is to be strategically responsible and pro-actively improve pillar 3: Broadening the customer portfolio. You will be centrally responsible to bring the process of "prospecting to customer" to the next level and in a state of continuous improvement. Your goal is to bring this process to the highest level (best in class) within FrieslandCampina.
Your main tasks & responsibilities will be:
Pricing & Contracting: Have a good understanding of global market developments and be able to improve the contract mix within your customer portfolio - pro actively give input on optimizing the process, tools and communication
Trading Up & Innovation: Optimize the mix on added value products in your region and at your specific customers - pro actively come up with innovations, aligned with colleagues in Marketing & Sales, to add new added value opportunities
Expanding the customer portfolio:
- Direct prospecting within your key region to be able to have ample outlets for basic products and grow opportunities for added value products
- Strategically improve the overall process and efficiency on prospecting new customers for the whole B2B Cheese sales team; analyze, define, propose, change and continuous improve with the ultimate objective of expanding both the volume of our customer portfolio as well as its diversity
Prepare and implement exciting and ambitious customer and/or segment plans
Induce change in the B2B market by steering innovation with your key accounts
Stand-alone responsibility in making deals and managing stakeholders within the different customer segments/classifications.
Manage internal stakeholders and show explementary behaviour on commercial approach
Het profiel / Your profile
This can be the perfect job for you if you if you like a challenge and want to work in an ambitious team. The person we are looking for has the following competences:
Ability to easily connect to customers of different cultures in various, positions and disciplines
Outside focus: customer driven and knows what is going on in the market
Strong conceptual and analytical skills and ability to implement change processes amongst peers
Flexible: decisive and execution oriented (can make things happen in markets)
Strong communication skill and able to work in multi-disciplinary teams
Entrepreneurship: continuously searching for opportunities and creating new possibilities
Skilled negotiating and value selling capabilities
Long term result orientated: eager to score & win in sustainable way
Leadership: professional, example to peers and internal departments
Next to that you have the following requirements:
WO degree; Food Technology or Supply Chain study would be an advantage
Proven track record and network in B2B segment
6 to 8 year International B2B sales experience, in dairy or food (ingredient) environment
Business development knowledge and experience
Experienced in change processes
In-depth knowledge of Key-Account management
Knowledge of Supply Chain Management
Fluent in English verbal and written / Preferably fluent in one other modern international language
Het aanbod / The offer
Your salary is based on the weighting of your job, your experience and your training. FrieslandCampina does not however only compensate its employees with monetary rewards. We also consider it important for our people to continue to grow. After all, your development is not only good for your career; our products also benefit from it. That"s why we invest in relevant training courses in your particular discipline. The mutual exchange of knowledge between colleagues is also evident on the work floor. It is, after all, the most effective way to learn.