Senior Account Manager

Join us and celebrate the beauty of human experience. Create for happier, healthier lives, with love for nature. Together, with our customers, we deliver food innovations, craft inspired fragrances and develop beauty and wellbeing solutions. There’s much to learn and many to learn from, with more than 17,000 employees around the world to explore ideas and ambitions with. 
In Singapore, you’ll be at the centre of every innovation, creation and solution available to the entire Asia-pacific region. Working with our research, creation and production units, as well as our renowned perfumery school, you’ll make us a greater force for good. Every day, your passion, your creativity, and your expertise will shape our future, making a positive difference on billions of people. Every essence of you enriches our world. We are Givaudan. Human by nature.

Job Purpose

- Experienced senior sales/business professional with highly advanced skills across assigned account management scope, leading and influencing others and strategic account planning.

Core Responsibilities

- Grow Givaudan business with designated accounts by managing top and bottom lines
- Assume lead role for all Givaudan activities for designated accounts
- Cultivate productive relationships with key decision makers and senior influential leaders
- 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
- Present Account Plans to Creative Fragrance Management, Perfumery, Marketing, Consumer Research, Applications and Technology
- 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 activity
- Follow-up on customer submissions and manage wins to production and launch
- 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
- Manage and resolve customer complaints and ensure prompt resolution
- Comply with all appropriate Givaudan and statutory EHS and regulatory guidelines

Academic Background

- University degree

Professional experience

- Over 10 years of overall experience
- 6+ years' functional/technical experience in the industry

Technical Skills

- 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 effective 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 and ability to identify and create new business opportunities
- Consistent track record of significant business growth with key accounts
- Customer Relationship Management
- Builds and maintains effective relationships with customers, decision-makers and influencers
- Builds credibility with customers by demonstrating in depth knowledge of needs

Business Fundamentals

- Commercial Skills
- Conducts complex sales negotiations across many customers and countries, including core listing negotiations
- Able to present and discuss fragrance strategy and submissions with customers
- Transitions projects to production
- Delivers compelling presentations to senior audiences (including customers, internal teams, and senior management)
- General Business Management
- Understands customer strategy, initiatives, priorities, and launch processes
- Expert financial skills, developing financial models to support pricing/core listing negotiations
- Understands profitability goals for key accounts; monitors account profitability and the impact of raw material price volatility
- Leads all required functional steps in the brief handling processes
- Fragrance Business Management
- Competent olfactive knowledge
- Expert knowledge of fragrance products, market dynamics, and key customers
- Knowledge of CMR testing protocols and procedures

Strategic Business Management

- Market and Competition
- Comprehensive understanding of the industry and sales landscape by segment, category, or specific geographical area, including the competitive environment
- Expert understanding of assigned brands and product categories
- Managing Opportunity
- Identifies and articulates value drivers for key customers and strategically positions Givaudan products and technology
- Competent knowledge of strategic plan and success criteria for given function/account
- Develops and executes comprehensive Account/Category Plans, incorporating comprehensive customer knowledge/analysis
- Applies strategic planning, budgeting and forecasting skills to develop Account Plans
- Managing the bottom line
- 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 as they impact commercial results

Self and Team Leadership

- Leads and motivates cross-functional project teams
- Works successfully with international teams

At Givaudan, you contribute to delightful taste and scent experiences that touch people’s lives.

We value the different perspectives that come from diverse cultures, backgrounds, and experiences.

Everyone — regardless of race, gender identity, sexual orientation, age, disability, culture, religion, or any personal circumstances — is warmly welcomed at Givaudan, a place where we all love to be and grow.

Every essence of you enriches our world. Join us in making a difference together.