Position purpose and impact
Cargill’s Starches, Sweeteners & Texturizers (CSST) business is
looking for a Technical Sales Manager to be based out of Dubai. In this
challenging role you will support our activities in the region (Gulf countries
and KSA) and focus on the texturizers & stabilizers product line within the
Dairy category. You main accountability will be to increase Cargill’s market
and profit share in the region from the defined product lines. The Technical
Sales Manager is also responsible for technical support, commercialization and
execution of a given strategy through regional new customer (B2B) and market
development gains. In this role, you will proactively visit customers in order
to offer Cargill solutions, mainly from the CSST portfolio (texturizers,
functional systems, starches, etc.). You will generate value whilst managing
Cargill portfolio for regional customers by running projects and selling either
through required new ingredients, by introducing Cargill products, services and
systems, or maintaining already established relationship within GCC region.
Identify & Qualify Customer (20%)
In alignment with business development strategy,
identify complex customers that could result in moderate financial impact
Research and identify customer/business needs (40%)
Identify tactics and plans execution in order to
bring value through defending business and new business development. Make sure
that there is a healthy project and marketable pipeline.
Visit customers and establish customer contacts with
R&D, Product Development teams of the customer to understand customer’s
business strategy, their innovation pipeline and market trends.
Independently explore customer trends, competitors’
capabilities and identify gaps or strong points. Leverage Cargill synergies and
strong points to support value added sales and finds solutions for gap closing
Support commercial teams for technical knowledge
besides his/her sales job.
Value optimization & Technology Strategy (20%)
Act as primary technical and sales contact for
assigned customers. Align with Cargill R&D network, Application Centres and
PLM’s to serve & support customers for recipe formulations, process and
manufacturing capabilities, final product quality and achieving sales.
Identify, prioritize and systematically review the
project pipeline according to business targets, capabilities to achieve
technical approvals and sales.
Proactively support capability improvement by
feeding the market information to the business. Provide customer insight to
Represent Cargill in relevant Industry meetings as
influencer to support Cargill and to bring external view back to Cargill.
Project/Contract execution – resolution (20%)
Identify projects classified as Level 1 and Level 1a
projects & prioritize according to business needs and strategy alignment.
Execute projects and sales contracts in a timely manner in order to generate
value to business, seek support from Cargill network and external partners
Provide follow up and report value gains per
appropriate KPI’s on technical project
and commercial activities.
Minimum Bachelor Degree in Science (such as Food Science, Biology, Microbiology, Chemistry, Life Sciences, or similar) or in Engineering (such as Food Engineering, Chemical Engineering, or similar).
At least 8-10 years of experience in the Food Industry, especially in the category of Dairy, Bakery, Confectionery, or Beverage
Product and process development knowledge
Proven exposure to areas of R&D and Technical Services
Sales acumen and effectiveness
Proven experience in customer facing roles
Project & Portfolio Management skills
Research and Development
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