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Job ID:  48544
Date:  Jan 5, 2022
Job function:  Marketing & Sales
Experience level:  Experienced Hire
Business:  DSM Food Specialties

Regional Key Account 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.


The Challenge

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 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 Position

  • Participate in building strategy and drive the implementation, ensuring strong cross-functional team performance to realize strategy growth objectives.
  • Lead cross-functional team to deliver on sales, margins and pipeline (funnel) across accounts assigned.
  • Ensure robustness around distributor management for distributors, and growth per relevant country.
  • Assume regional ownership and accountability for the assigned Global and Regional customers. Develop and implement the regional strategy in line with the Regional Leadership and GKAM expectations.
  • Lead the regional team by orchestrating assigned multifunction resources. Achieve, with a P&L perspective, business and innovation goals.
  • Build multi-level relationships with the accounts in the region and also, when required, at global level and in other regions.
  • Establish clear and recognized leadership with the local Account Managers (AM) handling the day-to-day operations in relevant countries and be accountable for total sub-regional sales.
  • Oversee the pricing process and implement global pricing strategy for Global Accounts in the region, also seeking alignment at APAC regional level.


The Ideal

  • Bachelor Degree in Ingredients, Nutrition or 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
  • Distributor 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