Key Account Manager

About Us:

As a leading provider of high-quality food and beverage ingredients, we work with farming communities across the globe to grow, source and produce ingredients that are good for consumers, farmers, and the world around us. We supply household food brands and manufacturers worldwide with cocoa, coffee, dairy, nuts and spices ingredients which are often grown on our own farms and estates and sourced from hundreds of thousands of farmers across ~50 countries. Along with our diverse manufacturing and innovation capabilities, this means we can provide ingredients for a range of products, from a plant-based latte mix to an almond-based snack bar or a dairy-free ice cream. Making a positive impact on people and planet is a core component of our Purpose, to be the change for good food and a healthy future. With a deep-rooted presence in the countries where our ingredients are grown, we are closer to farmers, enabling better quality, and more reliable, traceable, and transparent supply. And whoever we're with, whatever we're doing, we always make it real.

About Food & Beverage Solutions:

We have launched a new platform called Food and Beverage Solutions, part of our ingredients and solutions reporting unit. This platform consolidates our current category solutions capabilities and innovation infrastructure. We support customers in developing new consumer concepts and application solutions at our four customer solution centres in Amsterdam, Bangalore, Chicago, and Singapore. Food and Beverage solutions leverages the strengths of our five product platforms, including their global and sustainable supply chain capabilities, a complementary portfolio of high-quality food and ingredients, and extensive ingredient expertise. This enables us to address a diverse range of customer requirements in the rapidly evolving Food and Beverage industry. Built on deep consumer, category, and application understanding, we are enhancing our application and R&D capabilities to provide an end-to-end integrated customer experience. This opens up more on-trend and inspired product ideation opportunities. Together, we can co-create product innovations that delight consumers and make your ambitions a reality.

Overview of the role:

Reporting to the Food & Beverage Solutions business lead in the Philippines, this role owns the commercial growth of designated Key Accounts across savory seasonings/blends while also developing relevant adjacencies in beverage premixes, sweet sauces, and other ofi solutions.

A core outcome is to secure and ramp contracted volumes that help fill and sustain utilization of the planned local seasonings blending facility, while building long-term strategic partnerships with the country's largest food manufacturers, commissaries, and foodservice chains.

Key responsibilities

• Own Key Account strategy: Build multi-year account plans (volume, margin, innovation, service model), map stakeholders, and run senior-level engagement cadence.
• Drive volume conversion: Lead customer conversion from incumbent supply models to locally blended solutions; manage trials, qualifications, and scale-up milestones to commercialization.
• Cross-sell solutions: Expand share-of-wallet by bundling savory ingredients/blends with other ofi offerings (e.g., beverage premixes, sweet sauces) based on customer category needs.
• Commercial excellence: Lead pricing architecture, contract negotiation/renewals, and value-selling narratives supported by insights and application/technical partners.
• Forecasting & S&OP: Deliver account-level demand forecasts, translate into supply plans, and proactively manage risks (stock availability, ageing, phase-in/phase-out).
• End-to-end execution: Coordinate with operations, quality, regulatory, logistics, and finance to ensure compliant delivery, issue resolution, and disciplined payment collection.
• Market intelligence: Track competitor moves, customer pipeline, and category trends; convert insights into actionable growth initiatives and internal business cases.
• Representation: Act as a brand ambassador at customer events, trade shows, and industry forums relevant to ingredients and food manufacturing.

Success measures:

• Key Account volume delivered (MT) vs. target and contribution to blender utilization ramp.
• Gross margin and mix improvement vs. plan; disciplined deal governance (pricing/terms).
• Forecast accuracy, service level (OTIF), and inventory health for Key Accounts (ageing, obsolescence control).
• New product wins and conversion speed (trial → approval → first commercial PO).

Experience and Qualification

• Bachelor's degree or Diploma in Business Administration (Business, Food Science, or related).
• 10–15 years of B2B commercial experience in food ingredients/flavors/seasonings (or closely related), with proven Key Account ownership and complex negotiations.
• Demonstrated success in "hunting" new business and initiating strategic sales engagements.
• Strong business/financial acumen (margin, pricing levers, contract terms) and comfort working cross-functionally in a matrix environment.
• Self-directed, high ownership, and comfortable in ambiguity typical of business build/ramp-up roles; strong consultative selling and executive communication skills.
• Willingness to travel extensively within the Philippines for customer engagement and plant/site coordination.

ofi
is an equal opportunity employer and values diversity. All qualified applicants will receive consideration for employment without regard to racial or ethnic origin, color, age, religion or belief, sex, nationality, disability, sexual orientation, gender identity, gender expression, genetic information, or any other characteristic protected by applicable law.