Global Key Account Director

Job Listing No: 9740000

Global Key Account Director

 The Global Key Account Director has the responsibility to develop and manage the accountstrategy and commercial relationship for the assigned global account(s), in a way that meetsor exceeds the growth and financial goals for the account. The Account Director will manageall aspects of the selling process, developing key relationships at the customer throughoutall levels & functions as well as with key industry influencers. The individual must have theskills to develop a deep understanding of the customer’s business and identify opportunitiesto grow the customer’s business and both the N&H and DuPont business overall. The roleis highly consultative and requires a strong degree of influence management and the abilityto develop a sustainable defence strategy of existing business and a DuPont aligned growthstrategy..The position Reports to Global SAFI GKA Leader Primarily responsible for owning and driving the account strategy and action plan for theassigned global account. Responsibilities include, but not limited to:• Accountable for the account strategy, action plan (“Roadmap”), and development ofprogram pipeline required to grow or expand the business. Develops a deepunderstanding of the customer’s business and growth objectives. Hereby being ableto develop synergies within the account long term research and their short-termbusiness goals2 of 4• Manage cross functional opportunities within the account operating platforms on aglobal level• Ability to translate DuPont business language and goals into the account’s termsand vice versa• General Knowledge of the account’s core business applications: Cereal, Bars,Salty Snacks, Meals, Dairy (Yogurt and Ice Cream), Non-Dairy beverages, Bakeryand probiotic containing food• Utilize Q&FS resources to value sell DuPont with the account’s key stakeholders iningredient quality• “Manages” the extended account team work plan and establishes KPI’s for the teamto deliver milestone achievement.• Carries an individual sales quota (SIP) for the global account(s).• Drives Sales Policies and programs to meet sales and profit goals for the global accounts.Drives Sales Policies and programs to meet sales and profit goals for the global keyaccount• Manages and builds relationships with key decision makers and stakeholders at thecustomer and within DuPont• Accountable for DuPont N&H global account managing process. Ensures broadcoordination and resource deployment to achieve growth goals• Serves as a role model / mentor to others; provides coaching to extended accountteamThe position is accountable for the following:• Overall revenue, gross contribution, and Core Values standards of the GKA’s• Strategic account plan and long term objectives & deliverables to deliver growth atthis account in coordination with BU’s and the regions• Accountable for N&H and DuPont Ag & Nutrition pillar global account managingprocess. Ensures broad coordination and resource deployment to achieve growthgoals Interacts continuously with SAFI global leadership and Regional Sales Acct. ManagersInteracts frequently with Regional SAFI Leaders and Global PMsInteracts occasionally with BU Leads and Global SAFI Innnovation Leads Qualifications:  Proven leader with > 10 years of management experience. Strong demonstrated competency in Sales, Marketing, or Business Development roles. Deep understanding ofbusiness growth processes and portfolio management.University degree in a relevant area, with a solid commercial background in food industry,and several years of people management experience in a global organization. Core Competencies:• Organizational Agility• Strategic Agility• Strong Networking Capability• Matrix Management• Negotiation Skills• Drive for Results• Independent and Self-Motivated• Political savvy• Learning agility• People and Business Leadership – Able to lead and drive teams• Entrepreneurial Drive• Financial AcumenThe candidate should possess and consistently demonstrate sound skills in the areas of: Customer OrientationMarket Insights:• Outward focused – frequently interact with customers to understands their business challenges andhow DuPont can add value.• Knows the competition and the likely impact of their actions on DuPont.• Understands and acts on trends in the external environment.Accelerates Innovation:• Challenges status quo and encourage others to test promising ideas and take risks with newapproaches.• Import ideas and best practices from outside the company to drive innovation.• Promotes new ideas and concepts by communicating and promoting them to senior management.Growth Mindset:• Is aware of how strategies and tactics works in the market place.• Integrates financial and market/industry data from multiple sources to identify critical businessissues.• Thinks commercially, always looking for ways to create value for DuPont Global Business Accumen • Seeks opportunities to better understand the organization's global approach, including strengths andweaknesses that are likely to impact the organization's ability to compete in a global businessenvironment; gathers information on relevant countries' history, economic environment, and politics.• Maintains global awareness by keeping current on key economic, social, and political trendsthroughout the world. Understands the application of financial strategies and systems, and usesappropriate processes to maximize results and limit risk to the organization.Communication with Impact• Delivers clear and succinct messages (oral and written) – Uses appropriate vocabulary; is incommand of the message; logically and simply conveys ideas; uses effective vocabulary.• Adjusts language to meet audience needs – Communicates clearly and understandably; sequencesinformation in a logical manner to aid understanding; uses appropriate grammar and punctuation;avoids jargon or technical words; uses a tone and format suggested by the topic and audience.• Makes complex issues meaningful – Frames message in line with audience's experience,background, and expectations; uses terms, examples, and analogies that have meaning for theaudience.  Execution OrientationStrategic Agility• Sets a clear direction for the team based on a strong understanding of the industry/function andDuPont strategy.• Has brought knowledge and perspectives and uses different lenses to view problems andopportunities.Empowering People:• Drives ownership into the organization and trust people to perform.• Clearly and comfortably delegates both routine and important tasks and decisions.• Invites input from different team members and broadly shares both responsibility & accountability.Results Accountability• Displays and reinforces a strong sense of personal ownership and individual responsibility fordelivery.• Has a resilient can-do mentality and pushes for bold actions to deliver on commitments andovercoming roadblocks.• Hold self and others accountable through clear goal setting and disciplined follow-up.Coaching• Provides timely coaching, counseling, guidance, and feedback to help the team excel on the job andmeet key accountabilities.• Sets challenging performance expectations – Clearly communicates high expectations forperformance and confidence in individual's ability to excel; checks for understanding of performanceexpectations; appropriately gains buy-in to performance goals; establishes means for follow-up.• Evaluates – Monitors progress against expectations and addresses performance gaps;communicates any development needs and the importance.

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