Lead Key Account Manager

Key Account Manager - Agri Food suppliers

Based in Paris, France

Full-time position, Permanent contract

Field travels: up to 20%

Beginning: April/May 2024

ABOUT PUR

PUR is a global leader in supply chain sustainability. We develop socio-environmental projects within the supply chains of our Corporate Partners. Through the economic and social empowerment of local communities and the introduction of sustainable development initiatives at the agricultural level, PUR seeks to address climate change, while regenerating and preserving the ecosystems upon which these supply chains depend. Many of PUR’s projects fall within the categories of insetting, regenerative agriculture, agroforestry, forest conservation and landscape restoration. PUR is a B Corp Company which employs over 200 people and a presence in 10 countries.

www.pur.co

             PUR is recruiting a Key Account Manager based in Paris to manage a portfolio of leading Agri-food Suppliers. These traders, cooperatives, processors or ingredient manufacturers supply key commodities such as Cocoa, Coffee, Row Crops, Vegetables and Fibers to global Food, Textile and Cosmetics Brands.

The objective of this role is to develop strategic relationships with these global Suppliers to co-design and lead a disruptive offer on the Nature Based Solution market By building such strategic partnerships we aim at scaling the impact of our environmental projects worldwide directly on their supply chains while connecting their strategy to leading Brands. This role requires the capacity to convince top executives and decision makers, create innovative business models, negotiate key terms for successful collaboration and knowledge sharing, set up KPIs to measure progress, and craft compelling co-branding and farmers outreach strategies.

You will be accountable for 4 key objectives :

• Grow the relationships with the portfolio of Ingredients & Agri-food Supplier, building trust and confidence to develop long-term partnership, increase share of portfolio and position PUR as the partner of choice;

• Managing existing programs, interacting closely with internal stakeholders providing the contractual deliverables and increasing our added value;

• Leading negotiations to develop new offers, ensure program profitability, sustainability and impact;

• Identifying and transforming cross-sales and up-sales opportunities supported by the Business Developer or the Product team when needed.

As a Key Account Manager, you will work directly under the Lead KAM Value Chain(focused on supply chain-linked Projects).

Your key responsibilities will include:

Be the key contact and reinforce our connection with the Suppliers (whether as Client or Partner) by:

• Manage proactively the Account according to PUR standards;

• Maintain and develop a good knowledge of our partners and act as a business partner;

• Listen to the needs, understand their CSR strategy and their key clients CSR Strategy / supply chains dynamics / commodities and regions;

• Build trust and reinforce partnership by effective account planning, leveraging our internal expertises (Carbon, Commodities, Interventions, Projects) and onboarding senior team members when required;

• Proactively seek strategies and tactics to increase our revenue with the Partners;

• Ensure WTP and timely invoicing and payments.

Ensure reliable and effective delivery of our contractual commitments with Ingredient & Agri-Food Suppliers:

• Ensuring a robust coordination with internal stakeholders;

• Reinforcing PUR’s impact and positioning by delivering insightful reports on our projects and on the supply chain context;

• Ensuring profitability at the account level (impact & finance);

• Activate internal adaptive management (renegotiating roadmap, pricing, changes in strategy, etc.).

Develop innovative new offers and co-design projects which align Agri-Food Suppliers strategic interests, PUR capacities and FMCG / Textile Brands needs:

• Define the roadmap to develop our offers and reinforce our partnership with Suppliers;

• Identify new potential business opportunities to grow the existing offers (new region, new intervention, new commodities);

• Contribute to the new feasibility studies by ensuring the onboarding of the Intermediaries and providing business insights to the project team;

• Build commercial offers with the support of business developers if needed and Product team.

Understand your competitive environment and influence RFP’s;

• Have a good understanding of PUR standard offers, PUR’s Pitch and differentiation factors;

• Ensure high quality data update in our internal tools (CRM / Timesheet) and build capacity to analyze the business evolution;

• Attend key conferences (for cocoa, coffee, soft commodities) and represent PUR as a speaker or moderator to increase external visibility;

• Connect with sustainability sectoral working groups which are strategic for Intermediaries.

Team Management :

• Management of one Account Manager and one Business Developer;

• Organize the workload & support each teammate in their growth.

We are looking for a candidate with:

• A minimum of 15 years of experience as a Key Account Manager, including with large accounts and ; expertise in long (and complex) sales cycles in B2B;

• Strong experience within a commodity trader, agri-food supplier and processor or top ingredient manufacturer ;

• Ability to act, at C-level, as a business peer of our clients and partners;

• Expertise levels to navigate in the Intermediaries sector to address Nature Based Solutions topics;

• Strong interpersonal skills, leadership and capacity to plan, to structure and to collaborate in a global environment;

• Solution driven, focused on achieving objectives and ensuring sales excellence to optimize the acquisition of business and deliver on contractual obligations and grow our impact;

• Experience in a fast international growing environment (scale-up environment);

• Able to come 3x to the office per week minimum - this is not a full remote position;

• Fluent in English. French or Spanish would be a strong asset.