Key Accounts Manager

Griffith Foods is the caring, creative product development partner helping food companies meet the evolving needs of consumers while sustaining the planet. As a family business founded in 1919 and headquartered in Alsip, Illinois USA, Griffith Foods is known for true, collaborative innovation guided by their Purpose of “We Blend Care and Creativity to Nourish the World”. The company’s product capabilities range from seasonings and marinades to coating systems and sauces that are better for people and better for the planet. For more information, visit www.griffithfoods.com.

1)  Major Duties & Responsibilities:

Be a steward of the Griffith Purpose and Values in all external and internal actions and activities aligned with the business.

 Sales & Business Development:

• Develop and implement strategic account plans to drive revenue growth and achieve sales targets.
• Own and manage key customer relationships within QSR & PP.
• Identify opportunities for new business development and work closely with cross-functional teams to introduce innovative solutions.
• Work in collaboration with the Sales Director to align sales strategy with overall business objectives.

Customer Relationship Management:

• Act as the primary point of contact for top-tier QSR & PP accounts, ensuring long-term partnerships and customer satisfaction.
• Engage with senior-level stakeholders at customer organizations to strengthen relationships and drive business growth.
• Leverage market insights to offer value-added solutions that align with customer needs and industry trends.

Market Intelligence & Strategy Execution:

• Monitor industry trends, competitor activities, and market demands to shape sales strategies.
• Provide input into pricing strategies, product positioning, and promotional activities.
• Work closely with Marketing, R&D, Culinary, and Supply Chain teams to ensure seamless execution of customer projects.

Operational & Financial Excellence:

• Develop and maintain accurate sales forecasts, ensuring targets are met or exceeded.
• Ensure operational efficiency in order fulfillment, supply chain coordination, and customer service.
• Manage sales budgets, contract negotiations, and financial planning for key accounts.

Collaboration & Reporting:

• Align with the Sales Director to ensure a unified approach to sales and customer management.
• Prepare and present quarterly business reviews (QBRs), sales performance reports, and customer insights.
• Work closely with internal teams to enhance customer experience, streamline operations, and improve service levels.

2)  Scope:

• Leads in achievement of Sales Revenue, Contribution Margin, Operating Income
• Development of annual PAGs and achievement of reviews in the timeline required by the organization.

3)  Problem Solving/Decision Making:

• Development of customer account plans to achieve required financials goals. Development and execution of plans to meet customer business needs due to internal challenges or changing market conditions.
• Management of customer needs and communications internally and externally impacting the customers.

4)  Working Relationships:

Internal

• Reports to Channel Sales Director- PP & QSR
• Geographic coverage - India
• Work Location – Bangalore/Delhi/Mumbai
• Strong relationship required with other BD functions (R&D, Culinary, Marketing)  
•  Frequent contact with commercial and supply team members.

External

• Top to top relationships with customers, suppliers
•  Represents company at industry events as appropriate.

5)  Qualification and Experience:

• Master of Business Administration, Marketing, or related disciplines
• 8 yrs. Min. of experience in sales management
• Exceptional track record of developing and implementing sales strategies that consistently meet or exceed planned objectives.
• Experience in sales of customized product offerings and approach to creating these products using a multifunctional team approach.
•  80% Ability to travel.
• Proficiency in Microsoft Office Applications – Word, Excel, PowerPoint, Outlook.
• Strong and proven organization and communications skills. Ability to think creatively to solve complex problems.
• Proven record of developing/improving sales infrastructure and processes.
• Strong financial analytic skills with proven ability to develop plans to meet targeted goals.
• Influencing and negotiating – through building and nurturing relationships
• Accountable for ensuring successors for key positions.  Identifies skills gaps and creates targeted developmental plans
• Demonstrated experience that emphasizes collaborative decision making and a high degree of coordination between functions.

6)  Competencies

Competency List

• Creating New & Different: Strategic Mindset
• Understanding the Business: Customer Focus
• Understanding the Business: Financial Acumen
• Focusing on Performance: Drives Results; Ensures Accountability
• Influencing People: Drives Engagement
• Being Flexible and Adaptable: Situational Adaptability
• Managing Execution: Plans and Aligns
• Optimizing Diverse Talent: Builds Effective Teams
• Being Authentic: Courage