Position Purpose & Summary

The Business Development Technical Services Manager is the dedicated R&D tag for the Snacks 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 Snack category’s strategic and premium customers. The main purpose of the role is to create more profitable business for Cargill Global Edible Oil Solutions- North America (GEOS-NA) as a technical expert helping the Snack category’s customers to achieve 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 Service Manager is the technical representative of this 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 great 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 Accountabilities

35% 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

• Acts as primary technical contact for Customer Accounts with significant business impact.

• Partners with the Category team to acquire new business from potential customers with the most significant business impact (i.e., participate in visits, interact with technical teams of potential customers).

• Directly interacts with the customer’s Research & Development team (e.g. Product Developers, Director of R&D) for the category’s customers to understand the business strategy and anticipate the needs of the customer.

• 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 technical solutions and new ways that Cargill can create value for the customer.

• Constantly expands knowledge on customers, the application and the markets, create new innovation ideas and converts these into new projects.

• Uses customer insights to contribute to expansion of category portfolio and offerings.

15% Customer Communication

• Presents project proposals for new application/ recipe/ formulation/ product directly to the customer.

• Develops a network between the category and the customer’s company that allows exchange at multiple touchpoints.

• Independently, or with support from internal Technology/ Sales/ Commercial teams, creates and delivers most specialized training for customers to educate on various processes, products, ingredients and their different applications.

• Independently, or with support from internal Research & Development team, documents most complex product specifications and delivers specifications and prototype direct to the customer or internal Applications or Production teams.

10% Project Planning & Execution

• Identifies project scope, begins project plan and provides project oversight for the category’s customers where project success is critical (e.g., identify equipment, capabilities and team members required for project, enter and update project in Leap if applicable). Projects typically involve new ingredients/ new application technology technology. Involves other team members and functions where required.

• Provides project follow-up on behalf of the customer. Oversees that projects are completed, and issues are resolved timely and within agreed upon cost and quality standards.

Minimum Required Qualifications

• Bachelor’s degree in Science (Chemistry, Biology, Food Science or Engineering).

• 5 or more years of relevant customer facing or application working experience in a technical role.

• Knowledge of fats and oils chemistry.

• Action oriented with emotional intelligence, energetic, good influencing skills.

• Understanding of food and other regulatory requirements relevant to category focus area.

• Working knowledge of food safety processes and requirements.

• Fluent in communication, including English.

• Project management experience.

• Travel (up to 50%). The incumbent should be flexible to travel and work out of office hours.

Preferred Qualifications

• Masters or PhD degree in food chemistry, food technology, chemistry, human nutrition or other related field.

• Business acumen and financial understanding.

• Work experience in Snack category industry (customer level).

• Detailed knowledge about relevant quality aspects for feed/fats and oils.

• Understanding of production technologies used for final application.

• Knowledge of the customer industry’s market and players. Deep Customer relationships with key players in the industry.

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