Sr. Key Account Manager - Food & Beverage Solutions

Description

**To support customer engagement and cross functional collaboration, this role is expected to be on-site at an ofi location five days per month.

We are a global leader in food & beverage ingredients Pioneers at heart, we operate at the forefront of consumer trends to provide food & beverage manufacturers with products and ingredients that will delight their consumers. Making a positive impact on people and planet is all part of the delight. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable and transparent supply. Supplying products and ingredients at scale is just the start. We add value through our unique, complementary portfolio of natural, delicious and nutritious products. With our fresh thinking, we help our customers unleash the sensory and functional attributes of cocoa, coffee, dairy, nuts and spices so they can create naturally good food & beverage products that meet consumer expectations. And whoever we’re with, whatever we’re doing, we always make it real.

Position Summary:

The Senior Key Account Manager will focus on acquiring and developing relationships with new customers in the Food and Beverage Solutions platform, significantly contributing to ofi’s growth strategy. In this pivotal role, you will be responsible for driving revenue growth by introducing and selling innovative food and beverage solutions (including semi-finished and finished goods such as spice blends, wet and dry beverages, nut fillings, etc.) to customers. You will establish and execute targeted business and sales strategies to drive expansion across product platforms by engaging new customers.

This role emphasizes identifying new business opportunities and leveraging the knowledge and expertise of internal cross-functional and product-platform teams to offer unique and differentiated ingredient solutions that address the evolving needs of new customers.

The ideal candidate for this position is business-minded and eager to learn about new products while deeply exploring the needs of potential customers to foster long-term, profitable growth for the company. They will possess demonstrated experience in leading contract negotiations and managing the full sales process, collaborating with internal stakeholders on critical initiatives to optimize ofi’s product portfolio, innovation pipeline, customer service, and supply chain. A successful candidate will have outstanding interpersonal and influencing skills to align key senior stakeholders and build impactful partnerships that help deliver value and establish lasting relationships with new customers.

Position Responsibilities:

• Develop long-term partnerships with newly acquired key customers that result in increased sales, improved margins, and added value for the broader business.
• Develop and execute executive strategic sales plans to meet and exceed sales targets, specifically targeting new customer acquisition.
• Guide the sales process for new customers, articulating a clear path forward with support from internal stakeholders, considering internal capabilities, constraints, competitive landscape, and strategic priorities.
• Understand the needs of new customers and create aligned, customer-facing strategic plans for short-term and long-term partnership and growth.
• Explore opportunities with potential customers, encouraging experimentation with the entire product portfolio and seizing opportunities for unique and differentiated solutions.
• Initiate and lead contract negotiations with newly acquired key customers to grow sales volume and margins while expanding ingredient solutions.
• Build and develop strong relationships with key decision makers and senior management across multiple departments within new customer organizations.
• Assess and present tailored solutions that align with the business objectives of new customers.
• Collaborate with cross-functional teams including product development and marketing to ensure sales strategies and product solutions are aligned with technical and operational capabilities for new customer needs.
• Drive projects and customer-driven solutions and engage internal stakeholders to understand the capabilities required to deliver on new customer requirements and profitable growth.
• Establish a regular cadence of communications with internal senior stakeholder groups, reviewing strategic customer plans and pipeline progress for new customers, adjusting plans as needed.
• Work closely with support teams (logistics, customer service, etc.) to ensure excellence in new customer KPIs, contract execution, and working capital management.
• Perform other duties as assigned.

Position Requirements

• Bachelor's degree is required; master’s preferred. Candidates must have 8+ years of major account management.
• Proven sales track record in food and beverage ingredients and solutions, preferably with new customer acquisition in the Consumer-Packaged Goods (CPG), co-manufacturing Strongly Preferred and, private label or retail segments.
• Experience partnering with technical and R&D teams to develop and commercialize custom semi-finished or finished good solutions for customers.
• Strategic thinking and business acumen: ability to develop and deliver strategic account plans designed to achieve profitable growth in both business and sales objectives. Excellent analytical skills.
• Effective negotiation and problem-solving skills: ability to use appropriate strategies to address areas of concern, explore alternatives, and reach mutually beneficial sales agreements that secure new customers’ commitment to action.
• Impactful communicator: ability to convey information and ideas clearly and succinctly to individuals and groups at various levels, in a variety of situations; deliver high-impact presentations suited to the needs of new audiences.
• Building influential relationships: ability to build and nurture long-term relationships with new key customers and internal stakeholders to deliver value and secure new business commitments.
• Self-motivated and goal-oriented: thrives in a dynamic environment; adapts effectively by exploring new opportunities, trying new approaches, and collaborating with others to make change successful.
• Ability and willingness to travel up to 40% of the time is required.

At ofi, we don’t just offer jobs—we provide careers built on impact, inclusion, and innovation. Come grow with us!

Competitive Compensation & Benefits Package:

The pay for this role ranges from $130,000 – 160,000 and is based on the position responsibilities and geographic location. Actual pay within this range may be determined based on the candidate's experience, qualifications, and/or other determining factors.

Performance-based Bonuses: Discretionary bonus rewarding company performance as well as your contributions and impact, for eligible roles.

Comprehensive & Affordable Benefits: Coverage for you (and your eligible dependents) with plans designed for peace of mind and savings for the future.

A Culture of Well-being: Paid Volunteer time off, access to events, resources, and learning opportunities that inspire a physical, social, emotional, and financial well-being for you and your family.

Family Support: Paid parental leave, Fertility benefits and lactation support, including milk shipping for traveling employees.

Additional Perks That Make a Difference:

• Vacation time from Day 1 – Your time off starts accruing immediately, growing with your tenure.
• Paid Sick Leave – Rest, recover, and return strong – with paid sick leave on ofi.
• Company Paid Holidays – ofi values work-life balance and the importance of celebrating life’s special moments.
• 401K Match on Day 1 – Invest in your future with our competitive retirement savings program.
• Career Growth & Learning – Join a company committed to developing talent, fostering innovation, and creating

Note: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

ofi provides equality of opportunity for all persons with respect to hiring without discrimination on the grounds of race, color, religion, national origin, sex, pregnancy, age, disability, veteran status, or sexual orientation. All employment will be decided based on qualifications, merit and business need. If you need assistance or an accommodation due to a disability, you may contact us for support at: US-Talent.Acquisition@ofi.com

At ofi, we celebrate our diversity. Olam Americas Inc. is proud to be an equal opportunity workplace.