Business Development Technical Services Manager – Bakery
Position Purpose & SummaryThe Business Development Technical Services Manager is the dedicated technical tag for the Bakery category while being a fully embedded member of the regional Technical Services Team.??The Business Development Technical Services Manager is the primary technical contact for the Bakery category?s strategic and premium customers.? The main purpose of the role is to create a more profitable business for Cargill Global Edible Oil Solutions North America (GEOS-NA) as a technical expert helping customers achieve their growth ambitions and new business for Cargill.? The successful candidate will combine deep customer understanding with category, application and market expertise to generate strong technical insights resulting in new growth opportunities.The Business Development Technical Services Manager is the technical representative of this global win category in the region.? ?The candidate supports the category in every possible way from a regional perspective:? Executes the category growth targets with customers by creating new business.? Creates technical insights on customer problems, challenges and unmet needs through customer interaction and understanding.? Provides customer feedback, identifies customer needs and new opportunities.? Conveys GEOS strategic and category targets to provide customers with new solutions.??? Contributes regional needs to the global category strategy and rolls out the strategy towards customers.?? Interacts with the global development team and translates regional needs into global initiatives.? Connects other Technical Services & Cargill Resources to help customers solve technical challenges or problems.?Principal Accountabilities35%? ?Business Development? Acts as primary technical contact for Customer Accounts with significant business impact.? Drives Technical Service interface with the customer to create revenue and growth.? Translates customer needs into new business opportunities and projects with the customer.? Partners with the global and regional Category/ Commercial teams to acquire new business from existing and potential customers with the most significant business impact (i.e., participate in visits, interact with technical teams of potential customers).?? Deploys the category strategy regionally and ensures the regional team is always in line with it to create overall value for the category.? Executes new product launches with the category?s customers base and creates new business that way.? Assesses performance against key criteria for customers with the most significant business impact at the business level. Grows incremental contribution margin to meet agreed targets.?25%? ?Customer Needs Assessment? Works directly with the category?s most strategic customers to build and maintain a deep understanding of their business strategy, in conjunction with external trends in order to proactively anticipate new technology needs and identify new ingredients/ formulation/ product opportunities, specific to their needs (e.g., decrease saturates, find an oil that is lower in cost).?? Creates great technical insights by using category, application and market expertise.? Analyzes competitor capabilities along with comparisons to Cargill capabilities to determine gaps and how Cargill can best serve the customer?? Directly interacts with the customer?s highest level of Research & Development Leadership (i.e., Chief Technology Officer, VP of Product Development, Director of R&D) for the category?s largest, most strategic customers to understand the business strategy and anticipate the needs of the customer.?? Works with customers on a strategic level to ensure maximum value creation for both the customer and the category.? Supports the Category/ Commercial Teams for businesses most strategic customers by:??? ? ? ?providing product/ application/ ingredient/ processing expertise??? ? ? ?sharing intimate knowledge of the customers business strategy and processes??? ? ? ?providing insight to customer needs and competitor comparisons?? Champions Cargill portfolio for the category in region, in addition to customer accounts (provides input to strategy in relation to new or existing ingredients, understands total ingredient matrix, interaction of the ingredients and relation to application by the customer).15%? ?Solution Identification? Proactively identifies customer solutions and new ways that Cargill can create value for the customer.?? Thinks globally and translates regional needs to global initiatives.? Creates a pipeline of needs within category focus areas for future project ideas.?? Constantly expands knowledge on customers, the application and the markets, create innovation ideas and converts these into new projects.? Uses customer insights to contribute to expansion of category portfolio and offerings.? Anticipate and translates customer needs into clear and concise specifications that can be understood and acted upon by the Category, internal R&D, Operations, Sales and Commercial teams.? Typically identifies opportunities across the total application covered by the category.? Represents Cargill in relevant external organizations, committees, technical exhibitions and groups to appropriately influence key external experts and customers on Cargill opinions as well as product strategy.15%? ?Customer Communication? Presents project proposals for new application/ recipe/ formulation/ product directly to the customer.? Typically presents directly to the customer?s highest level of Research & Development Leadership (i.e., Chief Technology Officer, VP of Product Development, Director of R&D) for businesses most strategic customers.?? Develops a network within the customer?s company that allows exchange on multiple levels and functions between GEOS and the custoApply for this job.