Account Executive

4 weeks ago

London, Ontario, Canada McCormick & Company Full time

McCormick & Company is a leader in the spice, seasoning, and flavoring industry, serving the Canadian market through its consumer products division and Custom Flavour Solutions division.

The Power of People is one of our core values, driving our success and fostering a culture of respect, recognition, inclusion, and collaboration.

This role is part of the Flavor Solutions Division, offering custom-designed industrial flavoring solutions to manufacturers. As an Account Executive, you will have a vast array of tools to sell and solve customer product questions, developing and executing strategic account plans with critical segmented customers throughout North America.

Responsibilities:

  • Establish in-depth working customer relationships and manage key activities at all levels within customer's Purchasing, Supply Chain, Marketing, Technical, Operations, Finance, and other functional areas as necessary.
  • Ability to strategically grow existing customers while also finding new, prospective clients through leveraging professional networks or other social media tools.
  • Prioritize, manage, grow, and forecast opportunities within an innovation funnel in conjunction with Sales Operations and Business Unit functions to attain profitable sales growth.
  • Develop and implement strategic and tactical account plans for critical segmented customers within the territory, gaining approval with management and other key internal functional areas.
  • Build and maintain excellent working relationships with McCormick Business Units, Sales Operations, and other cross-functional areas.
  • Accurately contribute to the volume/sales forecast of existing and new business based on direct customer input and other business intelligence.
  • Implement customer contracts and pricing strategies to maximize profits.
  • Participation in flavor industry-related events and associations.
  • This position typically requires ~40% travel (US and Canada) and is home-office based.

Required Qualifications:

  • Bachelor's degree in business, Food Science, or related field.
  • Min. 8-10 years selling flavors, seasoning blends, or ingredients to the Food, Beverage, and/or Health & Nutrition markets.
  • Ability to sell custom-designed flavors and seasonings.
  • US and Canada business-to-business sales experience.
  • Established network in the Food Industry within Canada.
  • Recognized in the flavor industry through participation in industry-related events and associations.
  • Ability to sell multiple product categories to a varied customer base.
  • Ability to lead a cross-functional team through a development cycle.
  • Working knowledge of technical aspects of products, i.e., nomenclature, applicability within customer's manufacturing process, substitution choices, new discoveries, etc.
  • Demonstrate a working knowledge of a territory PNL.
  • Demonstrable critical thinking skills and business acumen.
  • Highly developed written and verbal communications skills that are clear, concise, appropriate in timing, and directed to appropriate levels.
  • Experience leading customer contract negotiations to achieve desirable and profitable business outcomes.
  • Proven project management skills in a sales cycle from six weeks to eighteen months.
  • Ability to manage limited internal resources and prioritize appropriately.
  • Ability to be innovative and take risks to drive new initiatives and new business.
  • Highly motivated, self-starter who is forward-thinking problem solver with excellent contacts and strong work ethic.
  • Strong organizational skills to effectively manage multiple tasks and opportunities simultaneously.
  • Ability to read, analyze, and interpret complex documents.
  • Valid driver's license, passport, and US Visa.
  • Ability to travel between US and Canada immediately.

Preferred Qualifications:

  • Ability to speak, read, and write in English and French.
  • Private Label, Co-manufacturer, and Large CPG customer experience wanted.
  • Experienced with Salesforce.com or other similar CRM software.
  • Integrated Business Planning (IBP) experience.

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