DSM – Bright Science. Brighter Living.™

Royal DSM is a purpose-led global science-based company in Nutrition, Health and Sustainable Living. DSM is driving economic prosperity, environmental progress and social advances to create sustainable value for all stakeholders. DSM delivers innovative business solutions for human nutrition, animal nutrition, personal care and aroma, medical devices, green products and applications, and new mobility and connectivity. DSM and its associated companies deliver annual net sales of about €10 billion with approximately 23,000 employees. The company is listed on Euronext Amsterdam. More information can be found at www.dsm.com .

Job Title: Account Manager – Dairy

Business Unit: DSM Food Specialties

Location: Shanghai / Beijing

The Challenge:

Develop, implement and realize the account strategy and plan, within the sales strategy and plan and corporate requirements and guidelines, in order to ensure the realization of planned business results and long-term customer relationship objectives are achieved.

The Position:

1. Accountabilities

• To set up, coordinate & execute specific Accounts tactics & plans to realize pre-defined/agreed sales and overall customer relationship objectives, both for the short- and long term;
• Define and implement a strategic account plan. Translate into Financial profitability and goals both strategically and tactically and be accountable for top line profit;
• Contribute to develop the sales plan, both strategically and tactically;
• Monitor and coordinate the execution of the account plan, report based on defined performance indicators and take corrective actions, in order to achieve the results;
• Build sustainable cross layer networks in the defined accounts by both direct engagement and by positioning key stakeholders to the right level in the account to speed up development and brick wall running business;
• Identify long term business opportunities with the account(s) and include these in the account strategy and plan;
• Define and implement projects with focus on key products, processes and innovation, and decide on clear PMP structure and accountabilities;
• Monitor and benchmark competitive products, market requirements and competitive business strategies (competitive profiling) and incorporate benchmarking and competitive profiling in account and sales plans;
• Lead contract negotiations with the respective account(s) and ensure the conclusion of sales contracts;
• Coordinate technical service or after sales service activities towards the account;
• Monitor the complaint process and ensure an appropriate complaint settlement with the account within the agreed timeline;
• Monitor the account’s payment behavior and act to ensure payment within the agreed payment terms
  

2. Strategy

Contribute to develop the account strategy and sales plan(s) of the BG/BU.

3. Quality, Environment, Safety and Health

Execute the job within the applicable QESH structure and system, provide proposals for further enhancing the QESH structure and system and contribute to ensure a safe and healthy working place for employees.

4. Organizational Structure and Development

Develop, implement and manage a cost effective and efficient organization of the account, with clear stakeholder maps and governance structure, including working processes, and systems. Human Resources

5. Human Resources

Implement HR structures and systems in line with DSM and BG/BU guidelines and systems and manage, coach and motivate the team, in order to guarantee a motivated workforce that meets current and future requirements in terms of quality and quantity.

6. Finance, Administration and Reporting

Formulate, get approval and manage the yearly cost budget for the account(s), in order to have the right finances available.

The Ideal:

• Bachelor’s Degree or equivalent experience in science/technology and/or business-related field.
• Knowledge of and experience in own discipline:
• In depth knowledge of customers, products and/or applications.
• Knowledge of and experience in other relevant disciplines:
• Balance of commercial and technical know-how, skills and experience.
• Managerial and social knowledge and experience:
• Excellent communication and social skills.
  

The Reward:

We offer you a rewarding and challenging job with lots of opportunities for personal growth and career development in a professional, entrepreneurial, no-nonsense and very agile environment. We strive to be an Employer of Choice and ensure that our employees are nurtured and given the opportunity to develop their talents. Terms and conditions as well as fringe benefits and salary are in line with market standards.

Royal DSM is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law.

Royal DSM and its associated companies deliver annual net sales of about €10 billion with approximately 23,000 employees. The company is listed on Euronext. For more information about DSM see http://www.dsm.com or connect on