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Job ID:  49182
Date:  Jan 20, 2022
Job function:  Marketing & Sales
Experience level:  Experienced Hire
Business:  DSM Nutritional Products

Business Development Manager

DSM – Bright Science. Brighter Living.™

Royal DSM is a global, purpose-led, science-based company active in Nutrition, Health and Sustainable Living. DSM’s purpose is to create brighter lives for all. DSM addresses with its products and solutions some of the world’s biggest challenges while simultaneously creating economic, environmental and societal value for all its stakeholders – customers, employees, shareholders, and society at large. DSM delivers innovative 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 was founded in 1902 and is listed on Euronext Amsterdam. 

More information can be found at www.dsm.com.

 

Business Developmemt Manager Premix

 

 

Purpose of the Job

 

The role sits within the HNC APAC COO team and will provide leadership to the Premix Business and will take an instrumental role in leading and developing accounts within Early Life Nutrition, Dietary Supplements, Medical Nutrition and Nutrition Improvement. The role will also represent APAC’s Premix needs and will be a key influencer in directing business outcomes.

 

Premix represents a major share of the HNC APAC sales, including sales from Global Accounts. The role is accountable for growing DSM’s relationship and sales with pan-regional customers in APAC, through close collaboration with Account Managers, Sales Leaders and Segment Leads. The role is to develop plans & implement Premix Strategies of the assigned segments and grow sales through new developments.

 

Asia Pacific is a broad geographical region covering more than 10 countries including Australia, New Zealand, Japan, Korea, South Asia and critical ASEAN countries including Malaysia, Vietnam, Indonesia, Thailand and the Philippines. The Asia Pacific market is polarized between developing and developed Asia, with some high growth countries like India and Indonesia but with high level of undernutrition and a growing rate of overnutrition. Developing Asia is characterized by high growth rates, a relatively young population and continuing high birth rate. Levels of pace of maturing towards quality and differentiation, lifestyles, income and spending power differ significantly across the region. The region with a multitude of cultures, varying social-economic and political environments as well as disparate regulatory systems, is a highly complex region to operate in.

 

The HNC market is highly competitive with the active presence not only of the traditional western suppliers but increasingly also of China and India suppliers. DSM continues to enjoy leadership positions in most of the Asia Pacific markets and this position needs to be defended and expanded. This position will play a critical role to provide sales insights to steer the business.

 

Key Areas of Accountability / Responsibility:

 

  • Build and lead the Premix Strategy across 4 key segments and drive the implementation of the agreed premix strategy/direction, ensuring strong cross-functional team performance to realize strategy growth objectives. Go above and beyond to ensure strategy is implemented, achieved and updated periodically.

 

  • Lead cross-functional teams to deliver on sales, margins and pipeline (funnel) targets for Premix through growing existing accounts and acquiring new accounts in partnership with targeted Account Managers. Ensure robustness around forecasts, and growth per relevant segment and country.

 

  • Take on regional ownership and accountability for the premix business. Develop and implement the regional premix strategy, ensuring we have a healthy pipeline of projects and commercial initiatives. 

 

  • Partner with and build multi-level relationships with targeted accounts in the region. Provide adequate support from the regional commercial team and bridge support with relevant functions in ensuring operational excellence such as timely deliveries, resolving complaints.

 

  • Establish clear and recognized leadership with the local Account Managers (AM) supporting the day-to-day operations as relevant in countries and be accountable for total regional premix sales and profitability.

 

  • Excellent project management skills to ensure growth and conversion of business development funnel for ELN, DS, MN & NI in the region to ensure future growth targets are met, in alignment with the segments leads, & relevant Formulation & Application team for premix.

Knowledge and Experience Level

 

  • Bachelors’ Degree on Food engineering discipline, or comparable - MBA desired, but not mandatory  
  • At least 8 years’ experience as account, sales, or business development manager in a sales organization - focusing on customized solution selling
  • Distributor Management and Account Management experience is highly desired
  • Key skills in project and portfolio management
  • Commercially savvy and experienced
  • Good written and oral communication skills

 

 

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.

 

DSM in 3 minutes

Do you know that DSM has the broadest portfolio of nutritional ingredients - that millions of people already have our biomaterials in their body - and that our innovations make materials lighter, healthier, safer, stronger, more durable and have a lower environmental footprint? This short 3 minute video shares our portfolio in Nutrition, Health and Sustainable Living