Sr. Key Account Manager - Food & Beverage Solutions

** The location for this position is US Remote. In-person presence at an ofi site is required 5X a month.

We are a global leader in food & beverage ingredients Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply.

Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we’re with, whatever we’re doing, we always make it real.

Position Summary:

The Senior Key Account Manager will focus on acquiring and developing relationships with new customers in the Food and Beverage Solutions platform, significantly contributing to ofi’s growth strategy. In this pivotal role, you will be responsible for driving revenue growth by introducing and selling innovative food and beverage solutions (including semi-finished and finished goods such as spice blends, wet and dry beverages, nut fillings, etc.)

to customers. You will establish and execute targeted business and sales strategies to drive expansion across product platforms by engaging new customers.

This role emphasizes identifying new business opportunities and leveraging the knowledge and expertise of internal cross-functional and product-platform teams to offer unique and differentiated ingredient solutions that address the evolving needs of new customers.

The ideal candidate for this position is business-minded and eager to learn about new products while deeply exploring the needs of potential customers to foster long-term, profitable growth for the company. They will possess demonstrated experience in leading contract negotiations and managing the full sales process, collaborating with internal stakeholders on critical initiatives to optimize ofi’s product portfolio, innovation pipeline, customer service, and supply chain.

A successful candidate will have outstanding interpersonal and influencing skills to align key senior stakeholders and build impactful partnerships that help deliver value and establish lasting relationships with new customers.

Position Responsibilities:

• Develop long-term partnerships with newly acquired key customers that result in increased sales, improved margins, and added value for the broader business.
• Develop and execute executive strategic sales plans to meet and exceed sales targets, specifically targeting new customer acquisition.
• Guide the sales process for new customers, articulating a clear path forward with support from internal stakeholders, considering internal capabilities, constraints, competitive landscape, and strategic priorities.
• Understand the needs of new customers and create aligned, customer-facing strategic plans for short-term and long-term partnership and growth.
• Explore opportunities with potential customers, encouraging experimentation with the entire product portfolio and seizing opportunities for unique and differentiated solutions.
• Initiate and lead contract negotiations with newly acquired key customers to grow sales volume and margins while expanding ingredient solutions.
• Build and develop strong relationships with key decision makers and senior management across multiple departments within new customer organizations.
• Assess and present tailored solutions that align with the business objectives of new customers.
• Collaborate with cross-functional teams including product development and marketing to ensure sales strategies and product solutions are aligned with technical and operational capabilities for new customer needs.
• Drive projects and customer-driven solutions and engage internal stakeholders to…