Overview
We are seeking a driven, proactive Key Account Manager to join our Enzyme Solutions team. This role drives business growth by identifying new opportunities, building a strong pipeline of prospective clients, and strengthening relationships with key accounts to promote the Enzyme Solutions product portfolio and increase sales and profitability for new and existing customers.
Job Details
Job Title: Key Account ManagerLocation: Croydon South, MelbourneWork Arrangement: Hybrid
Key Responsibilities
* Reporting to the Business Manager Enzyme Solutions and delivering on KPIs, responsible for business development and growth.
* Strategically identify, qualify and convert opportunities in target markets to expand the customer base and achieve growth targets.
* Develop new business solutions for targeted major accounts from existing customers and new opportunities, particularly in food processing, cleaning, protein processing, nutraceuticals and waste management.
* Lead the growth of Digestive Aid Branded Products into Asia.
* Manage a diverse customer set with a focus on increasing market share, growing branded products, and cross-selling and upselling within the segment.
* Create, monitor, and refine a pipeline of new customers while strategically managing existing accounts to maximize value and profitability.
Key Account Management & Relationship Building
* Provide professional account management to ensure a high level of service and cultivate strong relationships with existing key accounts to identify additional growth opportunities.
* Build strong supplier and customer relationships with regular, personal contact with key accounts.
* Comply with Dynamics Adoption requirements including updating customer activity, call reporting, opportunity development, and competitor activity.
* Create and maintain a customer intelligence database detailing significant customer, potential customer and competitor activities.
* Partner with customers to plan and deliver accurate sales forecasts and budgets.
Technical Services, Promotion & Support
* Contribute to Caldic's Enzyme Solutions' commitment to food safety and quality and maintain certifications including FSSC22000.
* Be familiar with the company's food safety and quality policy, objectives, procedures and work instructions.
* Liaise with international technical support groups to provide accurate information for sales inquiries and new developments.
Market Representation & Networking
* Represent Enzyme Solutions at industry events, conferences, trade shows and networking opportunities to strengthen brand presence.
* Stay informed on industry trends and competitor activities to refine approach and maintain a competitive edge.
General
* Prepare and present regular reports on account performance, new business wins, and market trends.
* Manage costs within the budgetary constraints set by the Business Manager.
* Perform other duties as assigned to successfully undertake this role.
Qualifications & Skills
* Education & Experience: Bachelor's degree in chemistry, biochemistry, pharmaceutical, food science or related qualifications, with substantial experience in enzyme development and technical sales.
* Sales Drive: Strong commercial acumen with a track record of achieving or exceeding sales targets in a hunter role; ability to convert business development opportunities into transactions; experience with pipeline development and pricing considerations.
* Relationship Skills: Exceptional communication and interpersonal skills; ability to establish trust and long-term partnerships with targeted key accounts.
* Communication & Negotiation: Strong presentation skills and proven ability to close deals.
* Analytical Ability: Ability to analyze market and customer data to inform strategy and address technical problems with appropriate product recommendations.
* Project Management: Highly developed project management skills.
* Travel: Willingness to travel as needed; hold a valid driver's license.
* Technical Tools: Proficiency in MS Office, CRM software (e.g., JDE).
About Caldic
Caldic is a growing global provider of added-value distribution solutions for the life and material sciences, active across 43 countries. We are committed to a diverse, inclusive workplace and equal opportunity employment.
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