Senior Account Manager

Senior Account Manager

• Experienced senior sales/business professional with highly advanced skills on a key business for one of our biggest clients in APAC.

• Lead and grow Givaudan’s business on one category with responsibility across SEA, based in Indonesia
• Assume lead role for all Givaudan activities for this category
• Cultivate productive relationships with key decision makers and senior influential leaders on the categories of responsibility
• Nurture internal and external stakeholder relationships across categories in Indonesia, in close collaboration with the larger account team
• Ensure Givaudan is well-positioned to participate in core lists and targeted briefs
• Develop thorough understanding of customer potential through analysis of brand strategies, positioning, strengths and weaknesses, and competition
• Develop/review/monitor strategic Account and Category Plans, sales forecasts, and budget for key accounts
• Drive internal efforts to achieve Account Plans, collaborating with Creative Fragrance Management, Perfumery, Marketing, Consumer Research, Applications and Technology, ensuring the most efficient management of Givaudan resources
• Attract new business and defend existing business, identifying and creating opportunities for Givaudan to participate in targeted customer briefs, articulating Givaudan’s value proposition, promoting new fragrances, concepts, technologies or products Sales Career Path
• Monitor competitor and market activity to identify and develop growth opportunities
• Follow KPIs versus targets (Sales, Gross Profit, win rate…) and take corrective actions if necessary
• Lead negotiation of pricing agreements in accordance with company guidelines & ensure implementation of negotiated pricing agreements; support Customer Care in managing and optimising Supply Chain; support Credit Management in collecting receivables
• Comply with all appropriate Givaudan and statutory EHS and regulatory guidelines

• University degree or higher

• Over 10 years of overall experience
• 6+ years’ functional/technical experience in the industry

• Verbal and written command of English
• Competence in olfactive skills and fluency in fragrance language
• Ability to energise and lead a cross-functional team around a project
• Ability to build and maintain trust-based relationships with customers, decision-makers and influencers, understanding and communicating customer requirements
• Competent negotiation skills
• Competence in developing and delivering compelling presentations
• Consistent track record of new wins, business growth and ability to identify and create new business opportunities
• Business Fundamentals, understanding of brands, market & consumer dynamics
• Knowledge of CMR testing protocols and procedures
• Strategic Business Management
• Expert knowledge of Givaudan pricing guidelines for key accounts and regions
• Manages brief process; uses 'cost to serve' criteria to improve profitability and allocate proper resources to deliver solutions
• Understands operations and logistics

• Highly proactive – this is a must have
• Manage cross functional teams remotely
• Strong communication skills
• Manage ambiguity and be comfortable with complexity
• Have a growth mindset & innovative thinking
• Ability to build and maintain trust-based relationships
• Courage