Technical Account Manager, Food & Nutrition

As a leading specialty chemicals distribution partner, IMCD has an important role to play in society, including by protecting health and welfare, improving economic prosperity and helping to create a more sustainable future. IMCD operates as a professional services business where highly qualified key people working together in a flat organizational structure are making a real difference. By joining IMCD, you’ll be part of an entrepreneurial, fast-growing group of ambitious and like-minded professionals, where you’ll have the freedom to make your own mark.

IMCD is proud of its people and culture and considers them to be its most valuable asset by far!

Do you want to work for a growing and expertise-driven company? Then we’d love to hear from you!

About IMCD

IMCD is a leading global distributor and formulator of specialty chemicals and food ingredients, headquartered in Rotterdam, the Netherlands. Since our founding in 1995, our entrepreneurial spirit has driven smart, sustainable solutions powered by local know-how and global expertise.

Publicly listed on Euronext Amsterdam (AEX), IMCD operates across EMEA, Asia-Pacific, and the Americas. We partner with top-tier suppliers to deliver tailored solutions across eight business groups, including Beauty & Personal Care, Home Care and Industrial & Institutional Cleaning Solutions, Food & Nutrition, Advanced Materials, Coatings & Construction, Lubricants & Energy, and Industrial Solutions, and Pharmaceuticals.

IMCD’s strength lies in its dual focus on distribution and formulation. Through our global network of technical and commercial experts, we collaborate closely with customers to develop impactful, innovative solutions that shape industries and meet the evolving needs of the markets we serve.

Job Purpose

Responsible for developing and maintaining sales within a specific business unit utilizing the Key Sales Performance Indicator system and other tools made available within the organization. In conjunction with the Principal Managers, ensure that the business plans for each of our product lines are implemented.

Duties and Responsibilities

• Customer relationship management
• Establish connections between customer and customer excellence associates to ensure day-to-day fulfillment, requests, issues are resolved in a timely/efficient manner
• Develop prioritized account growth plans including annual forecasting and budget
• Manage account profitability - profit contribution
• Deliver assigned sales KPIs (call frequency/maintaining/building/reporting/progressing targets/identifying new targets)
• CRM compliance against Call Prep and Product Reporting - Action items and account updates
• Complete account coverage by Principal
• Active participation in local industry events, trade associations, etc.
• Execute sales activity relative to slow/dead stock
• Monitor contract balances and advise customers of inventory still to be shipped

Key Performance Indicators

Sales Call Frequency

• Sales representative is responsible for setting, regularly reviewing, and revising Call Frequency Schedule
• Sales representative is responsible for meeting call plan set for each account

Maintaining Existing Business / Profit Contribution

• Minimum requirement - maintain all existing business
• Review variances regularly and report/take action as required
• Ensure margin contribution is maximized (and maintained)
• Review Sales Rep Summary and margin on sales to ensure margins are being maximized and maintained

Developing / Progressing Targets

• Sales representative is responsible for progress on existing targets and identification of new targets
• Minimum requirements - evidence of new business being landed, and new opportunities being added on a regular and consistent basis.

Building / Cultivating Relationships

• Minimum requirements - thorough and complete understanding of the customer’s business
• Multi-level relationship development initiated and planned by the sales representative
• Involvement of other IMCD personnel and principals

Reporting

• Minimum requirements - submitted in timely manner
• Follow guidelines for information required for Existing Business reports
• Follow guidelines for Target Business reports
• The sales representative is responsible for the accuracy and thoroughness of their product reports

Qualifications/Competencies

• Minimum 3-5 years experience in technical sales
• Degree in Science or similar training with post-secondary degree education
• Proven experience in organizing sales calls and schedules, and evidence of detailed reporting is required
• Competency in Salesforce, Sales Management Systems and Microsoft Office or equivalent
• Exceptional skills in developing and maintaining client relationships
• Proven track record in developing new sales and accounts
• Demonstrated enthusiasm and self-motivation
• Must be hands on and enjoy a broad range of activities
• Will exhibit an eagerness for contributing beyond immediate duties and getting the job done
• Will be persuasive and will have the ability to persuade
• Will be sufficiently mature to be able to move forward from setbacks
• Bilingual proficiency in French and English

Working Conditions

Compensation

Salary Range: $80,000 - $130,000 per annum

What We Offer

• Annual Bonus Eligibility
• Learning, Training, and Development Opportunities
• A collaborative, innovative environment that encourages freedom to act and an entrepreneurial spirit

IMCD Canada welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process.

This role is for an existing vacancy within our organization. Artificial intelligence is not used to screen, assess or select applicants for this vacancy.

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