DuPont Global Key Account Director in Wilmington, Delaware

Global Key Account Director (Job Number: 200990W-01)

Description

The Global Key Account Director has the responsibility to develop and manage the account

strategy and commercial relationship for the assigned global account(s), in a way that meets

or exceeds the growth and financial goals for the account. The Account Director will manage

all aspects of the selling process, developing key relationships at the customer throughout

all levels & functions as well as with key industry influencers. The individual must have the

skills to develop a deep understanding of the customer’s business and identify opportunities

to grow the customer’s business and both the N&H and DuPont business overall. The role

is highly consultative and requires a strong degree of influence management and the ability

to develop a sustainable defence strategy of existing business and a DuPont aligned growth

strategy..

The position Reports to Global SAFI GKA Leader

Primarily responsible for owning and driving the account strategy and action plan for the

assigned global account. Responsibilities include, but not limited to:

• Accountable for the account strategy, action plan (“Roadmap”), and development of

program pipeline required to grow or expand the business. Develops a deep

understanding of the customer’s business and growth objectives. Hereby being able

to develop synergies within the account long term research and their short-term

business goals

2 of 4

• Manage cross functional opportunities within the account operating platforms on a

global level

• Ability to translate DuPont business language and goals into the account’s terms

and vice versa

• General Knowledge of the account’s core business applications: Cereal, Bars,

Salty Snacks, Meals, Dairy (Yogurt and Ice Cream), Non-Dairy beverages, Bakery

and probiotic containing food

• Utilize Q&FS resources to value sell DuPont with the account’s key stakeholders in

ingredient quality

• “Manages” the extended account team work plan and establishes KPI’s for the team

to deliver milestone achievement.

• Carries an individual sales quota (SIP) for the global account(s).

• Drives Sales Policies and programs to meet sales and profit goals for the global accounts.

Drives Sales Policies and programs to meet sales and profit goals for the global key

account

• Manages and builds relationships with key decision makers and stakeholders at the

customer and within DuPont

• Accountable for DuPont N&H global account managing process. Ensures broad

coordination and resource deployment to achieve growth goals

• Serves as a role model / mentor to others; provides coaching to extended account

team

The position is accountable for the following:

• Overall revenue, gross contribution, and Core Values standards of the GKA’s

• Strategic account plan and long term objectives & deliverables to deliver growth at

this account in coordination with BU’s and the regions

• Accountable for N&H and DuPont Ag & Nutrition pillar global account managing

process. Ensures broad coordination and resource deployment to achieve growth

goals

Interacts continuously with SAFI global leadership and Regional Sales Acct. Managers

Interacts frequently with Regional SAFI Leaders and Global PMs

Interacts occasionally with BU Leads and Global SAFI Innnovation Leads

Qualifications

Proven leader with > 10 years of management experience. Strong demonstrated

competency in Sales, Marketing, or Business Development roles. Deep understanding of

business growth processes and portfolio management.

University degree in a relevant area, with a solid commercial background in food industry,

and several years of people management experience in a global organization.

Core Competencies:

• Organizational Agility

• Strategic Agility

• Strong Networking Capability

• Matrix Management

• Negotiation Skills

• Drive for Results

• Independent and Self-Motivated

• Political savvy

• Learning agility

• People and Business Leadership - Able to lead and drive teams

• Entrepreneurial Drive

• Financial Acumen

The candidate should possess and consistently demonstrate sound skills in the areas of:

Customer Orientation

Market Insights:

• Outward focused - frequently interact with customers to understands their business challenges and

how DuPont can add value.

• Knows the competition and the likely impact of their actions on DuPont.

• Understands and acts on trends in the external environment.

Accelerates Innovation:

• Challenges status quo and encourage others to test promising ideas and take risks with new

approaches.

• Import ideas and best practices from outside the company to drive innovation.

• Promotes new ideas and concepts by communicating and promoting them to senior management.

Growth Mindset:

• Is aware of how strategies and tactics works in the market place.

• Integrates financial and market/industry data from multiple sources to identify critical business

issues.

• Thinks commercially, always looking for ways to create value for DuPont

Global Business Accumen

• Seeks opportunities to better understand the organization's global approach, including strengths and

weaknesses that are likely to impact the organization's ability to compete in a global business

environment; gathers information on relevant countries' history, economic environment, and politics.

• Maintains global awareness by keeping current on key economic, social, and political trends

throughout the world. Understands the application of financial strategies and systems, and uses

appropriate processes to maximize results and limit risk to the organization.

Communication with Impact

• Delivers clear and succinct messages (oral and written) – Uses appropriate vocabulary; is in

command of the message; logically and simply conveys ideas; uses effective vocabulary.

• Adjusts language to meet audience needs – Communicates clearly and understandably; sequences

information in a logical manner to aid understanding; uses appropriate grammar and punctuation;

avoids jargon or technical words; uses a tone and format suggested by the topic and audience.

• Makes complex issues meaningful – Frames message in line with audience's experience,

background, and expectations; uses terms, examples, and analogies that have meaning for the

audience.

Execution Orientation

Strategic Agility

• Sets a clear direction for the team based on a strong understanding of the industry/function and

DuPont strategy.

• Has brought knowledge and perspectives and uses different lenses to view problems and

opportunities.

Empowering People:

• Drives ownership into the organization and trust people to perform.

• Clearly and comfortably delegates both routine and important tasks and decisions.

• Invites input from different team members and broadly shares both responsibility & accountability.

Results Accountability

• Displays and reinforces a strong sense of personal ownership and individual responsibility for

delivery.

• Has a resilient can-do mentality and pushes for bold actions to deliver on commitments and

overcoming roadblocks.

• Hold self and others accountable through clear goal setting and disciplined follow-up.

Coaching

• Provides timely coaching, counseling, guidance, and feedback to help the team excel on the job and

meet key accountabilities.

• Sets challenging performance expectations – Clearly communicates high expectations for

performance and confidence in individual's ability to excel; checks for understanding of performance

expectations; appropriately gains buy-in to performance goals; establishes means for follow-up.

• Evaluates – Monitors progress against expectations and addresses performance gaps;

communicates any development needs and the importance.

Primary Location: NA-United States-Delaware-Wilmington

Organization: Nutrition and Health

Schedule: Full-time

Education Level: Bachelor's Degree (±16 years)

Employee Status: Regular

Job Type: Experienced

DuPont is an equal opportunity employer. Qualified applicants will be considered without regard to race, color, religion, creed, sex, sexual orientation, gender identity, marital status, national origin, age, veteran status, disability or any other protected class. If you need a reasonable accommodation to search or apply for a position, please visit our Accessibility Page for Contact Information. For US Applicants: See the “Equal Employment Opportunity is the Law” poster.