Commercial Development Manager:
Location: Guadalajara or San Nicolas Offices in Edo., Mex. Mexico.
Optimize the profitability of the business in Mexico, through the implementation of the NA Customer Segmentation strategy, to maximize the benefit of use of Ingredion resources in the markets it serves.
Lead the NA Sales Excelence strategy in Mexico, ensuring that talents and comercial skills of Ingredion, encourage success in contrast to current market requirements.
Key Knowledge & Experience:
Engineer or any other administrative related
Strong data analysis skills
Focus on markets, customers and their needs
Teamwork & People Networking abilities
Experience successfully leading and managing complex projects
English level: Fluent
Previous go to market leadership roles in a complex organization managing both direct and indirect matrix teams.
Desirable experience as administrator, promoter and sponsor of use of CRM app.
Drive the customer segment culture environment, requirements and specification behavior for the commercial business. Identify innovation opportunities & champion them to completion.
Execute the strategy for all customer segment group research including extracting customer data and analyzing profiles to determine market segment requirements.
Establish and implement a streamlined governance process to allow for resolutions to segment strategy exceptions and to ensure commercial teams are executing the segmentation strategy.
Interpret results at the segment level of new product launches; sales account plans/ marketing initiatives.
Utilize this information for recommending future projects.
Complete a systematic gap analysis of Ingredion’s GTM capability leveraging external benchmarking, and work with the Mexico Excellence Leadership Team to develop prioritized action plans to address gaps and create competitive advantage.
Ensure Customer Experience concepts visibly drive GTM processes, systems and talent initiatives within the region.
Ensure all regional programs and strategies are aligned with global sales excellence strategy.
Provide high level of technical and operational recommendations in meeting productivity & customer service goals. Design competency matrix locally, identify gaps and build future state roadmap.
In conjunction with the marketing and strategic initiatives team, develop targeted product offerings or marketing campaigns based on customer segment profiles.
Provide information to sales and marketing teams to assist in the promotion of the organization's goods and/or services based on segment requirements
Proactively communicate with customers (as appropriate), vendors, and internal departments (sales, marketing, finance, operations, etc.) Design and deliver a national GTM training structure focused on both foundational skills and evolving needs like leveraging digital tools and strengthening the sales‐technical partnership in bringing solutions to customers. Support commercial personnel through coaching, training and workshops. Establish forum for national sales leaders to exchange best practices and manage investments to improve sales capability.