Key Account Manager

Develop validate and communicate the Key Account plan

 Analyze Key Account position and strategy in their market(s) and the relationship situation between Procelys and the Key Account

 Develop and propose a strategic plan by utilizing the capabilities of your full account team. The plan will include clear objectives and deliverables with milestones and the resources required

 Communicate and implement the Key Account plan within the organization

 Prepare an annual forecast and budget for the Key Account

Lead & maintain longterm relationships with the Key Account

 Lead the contractual negotiations (pricing & volume agreements specifications & quality agreements)

 Coordinate all communications between customer functions (e.g. GKA management Quality Marketing Supply Chain Production Pilot R&D) to ensure smooth business operations

 Develop synergies with the Procelys regional sales force to ensure alignment with the account plan and the local Key Account affiliates

Reporting and internal communication

 Monitor and establish performance metrics reports for the business situation (revenues margin account receivables opportunities & development competition activities)
 Contribute to the development of KPI reports for the Key Accounts
 Lead internal cross functional team meetings to accomplish goals and commitments and regularly communicate status and issues internally and to customer (using CRM and other tools)
 Be a strategic advocate for the key account within Procelys.
 Contribute or represent Procelys and the Key Account within the Lesaffre Group when required

Lead business development activities

 Ensure our position as preferred supplier for new added value opportunities

 Establish and maintain relationships with decisionmakers & influencers at the Key Account

 Acquire a thorough understanding of customer needs and strategy

 Identify joint value creation opportunities

 Coordinate and prioritize together with the Technical & Innovation Manager and Global LAB Manager the technical support activities and with the application work required

 Contribute to development projects and keep the Key Account and the internal account team updated

 Get involved in the development of any new relevant product

 Implement and execute a business development strategy that is in alignment with Procelys Business Unit strategy

Supervisory Responsibilities

The Key Account Manager is the leader of a functional key account team that supports the strategic and tactical account plans. The key account team will include Regional Business Managers Customer Service and Technical Support and as needed may include other departments such as Marketing Pilot Plant R&D Quality Supply Chain and S&OP.

Geographical coverage

 The position is based preferably in Shanghai

 Frequent traveling (about 40%)   

 Travels to Key Account headquarters and Key Account global locations

 Travel to Lesaffre offices located in China and production sites

 Occasionally to other locations

Qualifications :

Education:

 Scientific/Engineering studies (ideally Biochemical Engineering /Biotechnology/Bioprocessing)
With a minimum of 15 years successful combining sales marketing and/or management experience preferably in a B2B environment or a business/management degree with strong experience in the area of industrial biotechnology (Probiotics Fermentation Bioingredients Biopharma industry or Biocontrol).
 Experience in Fermentation science and sales

Additional Information :

• Value Based Selling techniques
• Very strong leadership and interpersonal skills
• Must be able to lead and/or influence others without direct authority
• Pragmatic strategic thinking with a longterm view
• Ability to plan structure and prioritize
• Detailoriented and organized an assertive selfstarter who can operate effectively in a constantly changing environment
• Welldeveloped verbal skills to successfully communicate to a variety of internal and external audiences
• Excellent relationship building and persuasion skills with the ability to motivate and influence others
• Ability to work in a matrix environment
• Proven account and project management skills
• Multicultural context

Remote Work :

No

Employment Type :

Fulltime