Sales Manager
Resume:
SIMON KAY
Morristown, NJ *****
Mobile: 973-***-****
*******@*****.***
OBJECTIVE
To obtain a Regional or National Sales/Business Development position that will allow me to manage, own and utilize a strategic account planning approach to maximize sales and net profits for an international customer.
EXPERIENCE
Dohler Ltd Frankfurt, Germany May 2011 to Present
Global Account Manager | Key Clients: GlaxoSmithKline, Diageo, Bacardi
• Built new global account team structures and orchestrated the actions both internally and externally across all functions and regions to maximize both sales and profits.
• Worked with research and development to define and align the innovation pipeline while also assessing and presenting global market trends.
• Made project management a top priority so as to maximize the return on current projects by setting up KPMs, such as win rate and project turnaround time.
• Closely monitored with the internal team market conditions and pricing fluctuations on key raw materials and managed pricing accordingly.
Friesland Campina Paramus, NJ 2009 - Dec 2010
Global Key Account Manager | Key Clients: Pfizer Nutrition, Nestle America and PBM America
• Managed and maintained existing business at all mentioned key accounts.
• Delivered value-based pricing in a tough dairy ingredient cost-based market.
• Personally developed Global Key Account Management Plan as approved by senior management which has been adopted as the global corporate template of choice when managing global key accounts across the entire organization.
• Grew revenue dollars in excess of $10 million in a one-year period.
• Improved customer intimacy and substantially strengthened business relationships at the Senior Executive Management level at all global key accounts.
Givaudan Flavors East Hanover, NJ 2004-2009
World Account Manager | Client: Cadbury Schweppes
• Consistently grew account sales and profitability year-over-year, exceeding company targets.
• Aggressively pursued and achieved global core supplier status across all client business units leading to access to inclusive briefing and non-core supplier business.
• Became the first global account to implement value based pricing on a global basis, affecting pricing strategy on all new and existing items.
• Implemented the pilot global T6 Account Development Plan at the account and worked closely with both internal stakeholders and external consultants to streamline the plan template, content and outputs.
• Managed commercial sponsorship of two multi-million dollar cooling compounds, which both gained FEMA GRAS approval and led to several initial launches at the account.
International Flavors & Fragrances Dayton, NJ 1998- 2003
Global Account Director | Client: Kraft Foods (2000-2003)
• Increased global sales 20% per annum.
• Established and managed a global P&L and budget and delivered accurate global sales forecasts on a monthly, quarterly and annual basis. Ran the global S&OP process for Kraft Foods team.
• Established a global business development and brand strategy and managed regional sales execution.
• Responsible for managing 50 commercial sales and technical team members in five international regions.
• Provided leadership and developed personal performance plans for each of the team members.
• Interfaced with global customer's key decision makers to validate opportunities and align resources accordingly in order to maximize win rates and net sales.
• Traveled globally to all Kraft Foods key international purchasing and technical sites and developed sustainable relationships with senior management stakeholders.
Senior Account Manager | Key Clients: Kraft Foods NA, Bacardi and Wrigley Company (1998-2000)
• Developed a strategic supplier agreement with Kraft Foods and increased revenue 15% per annum.
• Worked closely with the Wrigley Company to establish IFF as their supplier of choice.
• Built strong relationships with Bacardi senior management, placing IFF back on their preferred supplier list and grew sales in excess of 25%.
• Directed internal marketing, technical and R&D support to manage and exceed customer expectations.
Danisco/ Borthwicks Flavors
Senior Technical Account Manager | Beverage Business Unit 1990-1997
Directed the commercial beverage unit and personally called upon 30 North American beverage accounts, such as Cadbury, Coca Cola, Pepsi, Bacardi, Jim Beam, Tropicana, Citrus World, etc.
• Grew revenues in excess of 75%.
• Personally worked on the bench doing development for key projects.
EDUCATION
South London University, London, England
Degree in Food Science and Chemistry 1985-1989
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