Global Business Development Director

Join us and celebrate the beauty of human experience. Create for happier, healthier lives, with love for nature. Together, with passion and creativity, we deliver food innovations, craft inspired fragrances and develop beauty and wellbeing solutions. There’s much to learn and many to learn from, with more than 17,000 employees around the world to explore ideas and ambitions with. Every day, your talent, your innovative spirit, and your determination will shape our future, making a positive difference on billions of people. Every essence of you enriches our world. We are Givaudan. Human by nature.

Purpose

Highly experienced sales/business manager trained in assigned regional account management and team development scope, with P&L, business/function leadership and people development responsibilities.

Core Responsibilities

• Grow Givaudan business worldwide, under their regional responsibility, with designated account, by managing top and bottom lines
• Assume lead role for all Givaudan activities for designated account within their region
• Develop a thorough understanding of the customer’s organization, including key decision centres, key decision makers, and senior influential leaders
• Establish, in accordance with the WAM, the appropriate regional business structure in order to optimise the account coverage, aligned with the customer’s key decision centres.
• Manage the activity and performance of the regional business team under their direct responsibility
• Partnering with the WAM, lead and monitor the development and career growth of the regional business team
• Develop partnership/relationships with senior Level management at the account
• Ensure Givaudan is positioned as the preferred and most relevant supplier to participate in the customer’s core list and targeted briefs
• Develop thorough understanding of customer potential through analysis of the brand strategies, positioning, strengths and weaknesses, and competition
• Implement the global account strategy and develop a growth strategy for the part of the account under their responsibility, in line with the global strategy. Build/review/monitor strategic plans, sales/profit forecasts/budget for key account within regional responsibility
• Share vision and strategy with account business team and set objectives to achieve annual business targets
• Present strategy and Account Plans to Givaudan regional management, Creative Fragrance Management, Perfumery, Marketing, Consumer Research, Applications and Technology
• Drive internal efforts to achieve Account Plans, ensure the most efficient management of Givaudan resources, setting priorities based on profitability analysis, identifying and implementing best practice procedures for projects and development programmes, and communicating best practices within the region
• Attract new business and defend existing business, identifying and creating opportunities for Givaudan to participate in targeted customer briefs, articulating Givaudan’s value proposition, promoting new fragrances, concepts, technologies or products
• Monitor competitor activity
• Follow KPIs versus targets (Sales, Gross Profit, win rate…) and take corrective actions if necessary
• Support the WAM in the negotiation of pricing agreements, giving input on regional pricing specificities
• Ensure implementation of negotiated pricing agreements; support Customer Care in managing and optimising Supply Chain; support Credit Management in collecting receivables
• Manage Marketing and Distribution expenses versus budget for the account
• Manage and resolve customer complaints and ensure prompt resolution
• Comply with all appropriate Givaudan and statutory EHS and regulatory guidelines
• Driving Cross functional collaboration and synergies to leverage and tap into cross region supports where needed
  
  

Academic Background

• University degree, MBA preferred
  
  

Professional Experience

• 15 -20 years’ major account experience
• International sales experience
• Successful track record in key account management
• Experience of leading functional teams and managing multiple complex projects
  
  

Technical Skills

Demonstrated

• Competence in olfactive skills (ability to define, recognise and memorise olfactive notes and fragrance language terms, and determine olfactive directions)
• Ability to develop and implement comprehensive Account/Category Plans, communicating plans upwards and downwards in the organisation
• Ability to work internationally, negotiating complex sales agreements across categories, brands and geographies
• Ability to lead, manage and develop people
  
  

Customer & Internal Relationship Management

• Facilitates senior strategic relationships between Givaudan & customer/customer decision- makers at key accounts
• Develops strategic relationships with senior-Level decision-makers at key accounts
• Involves customer in account planning
• Builds credibility with customers and internal key stakeholders by demonstrating in depth knowledge of needs
• Owns strong relationships with Executive Management of client
  
  

Business Fundamentals

• Commercial Skills
• Conducts complex negotiations including long-term core list negotiations
• Thorough knowledge of the full range of Givaudan capabilities, competencies, processes and procedures; uses this knowledge to effectively differentiate Givaudan versus competition
• Understands customer strategy, culture, initiatives, priorities, launch processes and customer decision hierarchy
• Develops comprehensive global and/or regional solutions
• Sound understanding of account P&L and the various scenarios encountered that affect it (e.g. prebates, rebates, pricing, brief pricing, resource allocation)
• Competent olfactive knowledge
• Keeps abreast of current fragrance science, technical trends and developments and related sciences
• Expert knowledge of fragrance products, market dynamics, and key customers
• Competent knowledge of industry and customer regulatory requirements, including technical criteria and/or specifications
• In-depth understanding of consumer, industry, fragrance, and other relevant trends
• Transitions projects to production
• Delivers compelling presentations to senior audiences (including customers, internal teams, and senior management)
• Expert knowledge of Givaudan pricing guidelines for key accounts and regions
• Knowledge of CMR testing protocols and procedures
• Expert knowledge of industry and customer regulatory requirements, including technical criteria and/or specifications
  
  

Strategic Business Management

• Market and Competition
• Strategic understanding of industry and sales landscape by segment, category, or specific geographic area, including competitive environment
• Understanding of marketing and brand management
• Expert knowledge of key competitors (people, performance, strengths/weaknesses)
• Managing Opportunity
• Leverages customer’s current portfolio for new business opportunities
• Identifies gaps in customer product portfolios representing business opportunities
• Develops and executes strategies to defend existing business portfolio
• Leads internal adaptation of Givaudan offerings, consistent with customer change/evolution
• Communicates Account Plans with Account Teams and other functions as necessary
• Managing the bottom line
• Expert knowledge of Givaudan pricing guidelines for key accounts and/or regions
• Delivers profitability in accordance with Givaudan expectations
• Identifies Givaudan’s exposure in high-risk situations; involves decision-makers as necessary
• Leverages innovation to create new opportunities for success and growth
  
  

Communication

• Communicates effectively across functions, stakeholders and geographies
• Ability to lay out clear, concise written and verbal communications in local language and in English
• Competence in following guidance on how to develop and present delivering effective and compelling presentations
• Able to have clarity and understanding of instructions, to execute requests and to address any issues
• Ability to establish very strong cross regional relationships with full understanding / managing regional and cultural differences at the client
  
  

Self and Team Leadership

• Conducts periodic team reviews of Account Plans
• Leads and works effectively with multi-cultural teams
• Able to build global networks within Givaudan
• Leads and motivates sales team to reach and exceed customer expectations
• Works with other Givaudan management on succession planning and talent development
  
  

At Givaudan, you contribute to delightful taste and scent experiences that touch people’s lives.

We value the different perspectives that come from diverse cultures, backgrounds, and experiences.

Everyone — regardless of race, gender identity, sexual orientation, age, disability, culture, religion, or any personal circumstances — is warmly welcomed at Givaudan, a place where we all love to be and grow.

Every essence of you enriches our world. Join us in making a difference together.

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