To roll out AIC’s 2- Tier Go To Market model by successfully establishing BBIO/AIC as a strategic supplier to major Global and Regional corporations in the FFB market segment. To deliver AIC’s solution and service portfolio throughout the end-to-end production value chain of the Global/Regional Account customer and as such to position AIC as a recognized value added supplier. Deliver the annual and quarterly growth in revenue, new order bookings, profitability and brand image according to AIC’s annual and quarterly objectives.
Essential Job Functions:
Business and Key Account Sales Management
Grow AIC‘s New Order Booking and Revenue in GChina and with the identified and targeted Global and Regional Key Account customers in the FFB industry for all products and services to a $xx m (TBD) business by 2018 by building sustainable business partnerships with major corporations in FFB.
Position AIC as an End-to-End partner for the complete value chain in the FFB segment.
Sell AIC’s complete FFB solution portfolio, ranging from FoodScreeners to Benchtop based food solutions. Cross-sell AIC’s complete FFB portfolio to targeted KAs.
Expand FoodScreener adoption (existing food modules) in GChina in all subsegments (Customs/Gov. agencies, commercial testing labs; Consumer Packaged Goods; Suppliers)
Will closely work with the AIC divisional KA Director to identify a balanced mix of Global & Domestic target customers, qualify & maximize AIC’s business potential for a “Design-In” acc to Miller Heiman methodology and establish sustainable business cooperations with their Decision & Buyer Center in order to deliver the business performance (NOB, Revenue, GM) according to the annual and quarterly plan.
Successfully articulate AIC’s value propositions at an executive customer level of the targeted Key Account customers. Understand the Customer’s Value Chain, Critical Success Factors and Key Initiatives based on which the account plan and sales strategy is developed (Miller Heiman Bluesheet).
Communicate, in business terms, how AIC’s solutions address customers’ pain.
Deliver a minimal amount of Design Ins (as defined in the AIC customer categorization-document) per year
Accountable for business results, including annual and quarterly NOB and revenue targets; market share targets within applicable key accounts.
Measure and report progress through a set of relevant KPI’s( Sales KPI Bowler)
Responsible for implementing the AIC key account strategies for FFB and provide feedback of the effectiveness of the strategic planning and working with the KA Director to adapt and improve Key account strategy.
Monitor and assess performance against plan on a bimonthly basis to identify gaps as well as successes in other regions that can be leveraged in GChina.
Accurate forecasting through the use and management of the Company’s pipeline management system, and regular forecast commitments to the KA Director.
Closely work with Market Manager FFB and BBIO Marcom to create and execute impactful marketing campaigns in GChina in order to generate market awareness and new business leads.
Proactively create and manage the opportunity pipeline in Sales Force for his/her Key Account portfolio and implement gap closure plans and sales activities as agreed with and directed by the KA Director.
Closely work with local Field Application Expert to minimize Sales cycle (time to convert Lead2NOB)..
Be required to identify all key decision points within the Key Account and develop sustainable relationships at the appropriate levels to ensure AIC is seen as preferred technology partner in the value chain.
Keep abreast of changes in the marketplace and industry trends, including changes in regulatory requirements as may pertain to the business, and providing feedback to the KA Director on a regular basis
Actively provide input on industry trends and specific requirements in the key area for the Industry Segments to the AIC MPM and R&D teams.
Specific Requirements in terms of expertise and experience (education requirements not included )
A demonstrable success record of key account sales management and business growth in FFB or an adjacent industry sector.
A progression of a successful sales experience in increasingly responsible roles across multiple vertical and market segments.
Has a proven track record in Complex & Strategic Selling for business development and account share growth (“TAS” or Miller Heiman Sales methodology) .
A strong and progressive sales professional with excellent communication skills. A demonstrable self starter and highly motivated professional with experience in developing high performance teams.
A skilled team player who will enhance the performance of the AIC leadership team and will complement the capabilities already in place. Strong work ethic and stamina essential for this role.
Success in working in a global, multi–cultural organization. Is comfortable with ambiguity and thrives on new challenges.
Understanding of FFB value chains. Has expertise with Value Chain Management and the provision of technical solutions to address a business requirement in the value chain.
Has understanding of NMR/TD/EPR technology