Senior Sales Manager / Sales Director

About this role:

The Sales Director is responsible for overseeing a portfolio of key accounts for a Major Sub-Region or Sub-Function, ensuring the delivery of tailored solutions that align with customer needs while driving significant revenue growth. This role involves managing a team and collaborating with Sales Account Managers executing strategic sales initiatives, optimising sales performance, and nurturing relationships with the company’s largest and most critical clients.  Requires close to 20% of remit linked to Global or Major Sub-Region coordination and multiple country management.

Accountabilities:

·         Build and maintain relationships with a portfolio of the company’s most important key accounts within a Major Sub-Region or Sub-Function, acting as a primary point of escalation for senior customer contacts.

·         Lead negotiations for complex contracts with key clients, ensuring mutually beneficial agreements are achieved.

·         Analyse account performance and sales data to identify key trends, areas for growth, and strategic opportunities, using data-driven insights to provide recommendations to senior leadership. 

·         Develop and execute comprehensive sales plans to achieve annual revenue targets for the key account portfolio and drive revenue growth, profitability and customer satisfaction.

·         Contribute to sales forecasting, budgeting processes and the establishment of sales targets across the Major Sub-Region / Sub-Function ensuring accuracy, alignment with broader company objectives and efficient use of resources.

·         Leverage industry, category, and portfolio knowledge to collaborate with developing customer-tailored solutions by working closely with cross-functional teams, including Technical Services, Marketing, Product/Process Development, and Category Development. 

·         Collaborate with leaders in other areas such as Customer Service, Technical Service, Category Development, Planning, Logistics, and Sales Operations to ensure seamless service delivery and the highest levels of customer satisfaction, swiftly resolving any issues. 

·         Drive Senior Stakeholder engagements consistently between company and customer, focussed on relationship cultivation, and pipeline development.

·         Deploy and champion sales enablement tools and methodologies

·         Develop and nurture talent and overall capability build of team members

·         Support collection to meet Account Receivable targets reducing past due and bad debt for LATAM.

·         Manage expenses aligned to the business growth priorities and within budget targets.

·         Perform quarterly internal control self-assessment, assuring is properly documented, gaps are identified and proposed corrective actions defined, and evidence is kept.

·         Become a leader reference in LATAM and ambassador of our company's values, setting the right example.  Focus in keeping their organization's motivation and setting inspired ambitions for their respective scope of control. 

Skills & Experience:

·         Bachelor's degree in food engineering, chemistry, chemical engineering or equivalent background or experience. Master's degree is a plus

·         Expert knowledge in B2B multiple related specialised fields, disciplines, tools and approaches within the Sales & Account Management Function.

·         Advanced communication skills to convey highly complicated and sometimes commercially sensitive information with a diverse audience.

·         Developing and Executing short-to-mid-term (1-3 years) strategies and delivering longer-term strategies (3-5 years) for a large account or Major Sub-Region or Sub-Function in different countries. 

·         Able to significantly influence the decision-making for a Region or Global Sub-Function within Sales & Account Management.

·         Able to solve highly complex problems which require advanced decision-making, original thought and new solutions.

·         Demonstrated track record, over 15 years in the LATAM region (>5 countries), of designing and implementing customer-tailored solutions by working closely with cross-functional teams.

·         Highly proficient in building and understanding complex financial deals, overall category / account financial profile, and effectively prioritizing opportunities that will drive critical business growth, and coaching team members as required to increase their understanding.

·         Proven ability to close critical deals or contracts by effectively influencing and negotiating with internal stakeholders, including the Executive Committee (ExCo) and Sales & Marketing Leadership Team.

·         Demonstrated success in negotiating and securing high-value deals with senior external stakeholders, showcasing strong persuasion and negotiation skills.

·         Ability to quickly build rapport and cultivate new/existing partnerships.

·         Fluent speaker in English and Spanish. Portuguese is a plus

Tate & Lyle is an equal opportunity employer, committed to the strength of an inclusive workforce.