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Director of Peeling Global Accounts

The peeling business is a complementary portfolio to the Processed Food market. Tomra is the market leader with a large installed base and strong relationships with leading customers.

While TOMRA’s position remains strong the market is evolving, and there is a wish to regain the competitive edge through customer intimacy and a revamp of the product roadmap.

 

Europe 10/23/2020

We are currently hiring for the role of Peeling Director & Global Accounts. This is a senior strategic role, focused on growing revenue and market share to build upon the # 1 Global Position of Tomra in Peeling Technology, through thought leadership and innovation. This is a customer centric role with a focus on products and services that will leverage our installed base, grow revenue and create added value for our customers. The successful candidate will have strong technical knowledge and assume the role of Product Manager for the peeling portfolio. The Peeling Director will oversee all aspects of the peeling business, within a matrix organisation, including sales, service, engineering and product development.  

The Head of Peeling will

  • Deliver on P&L for the BU and revenue growth of 10% CAGR and 15% EBITA minimum
  • Overview all aspects of the peeling business – sales, marketing, service, supply chain, project engineering and product development
  • Grow “share of wallet” of our most important top 4 customers
  •  

LEAD THE PEELING BUSINESS

  • Assume the role of Product Manager for all Peeling development activities
  • Be aware of patents in this area of business and propose patents for TOMRA providing IP protection and disruption.
  • Own the Peeling Development Road Map and monitor same
  • Develop with TPF Service – After Market Products that will leverage our installed base, grow revenue and create added value for our customers. INSIGHT, TomraCare
  • Update the Peeling Strategy in liaison with function heads
  • Develop Cross Functional teams to optimise peeling performance and brand including training peeling sales specialists in major regions
  • Develop Digital Strategy for Peeling as a real differentiator and value provider for customers as a lever and revenue contributor to equipment sales.
  • Responsible with marketing and Global Category Director to drive thought leadership media and events for this business.
  • Provide monthly updates on the business performance against budget and strategy development activities.
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RESPONSIBLE FOR GLOBAL ACCOUNT MANAGEMENT

  • Lead Foods accounts.
  • Support others in the GAM of Lamb Weston, Simplot, Aviko, Farm Frites (in liaison with Global Category Director Potatoes) with the objective off:

    - Increasing share of wallet by expanding the scope of our supply.

    - Developing relationships up to C Level

    - Map out the account internal organisation at HQ and globally and match Tomra functional managers to their counterparts in McCain Foods

    - Develop trust to gain access to their investment plans

    - Identify unmet Needs and initiate (subject to Tomra approval) Joint Development projects as appropriate

  •  

DEVELOP AN COMPLEMENTARY STRATEGY TO TPF

  • Develop work packages that Tomra should focus on to specialise in the food processing industry – in the Potato and Vegetable categories
  • Indicate why Tomra will Win with our Integration Strategy
  • Propose the necessary organisation required to deliver these packages successfully
  •  Developing and managing proactively the relationship with selected 3rd party vendors to enable Tomra to provide full line integration capability as per our full line Integration Strategy.
  • Act as a coach and mentor to build internal Strategic competencies
  • Actively demonstrate the TOMRA values, leadership principles and role model safety Candidate Profile
  • A minimum of 10 years in an international organization for high value capital sales and channel strategy - ideally within the food or food processing industry. Experience in Vegetable Processing or Fresh Cut sectors will be an advantage.
  • Track record of leading a global sales revenue, leveraging excellent interpersonal relationships and a value in use technical sales
  • Constructive Teamwork, cooperates well with others; shares knowledge, experience and information; supports others in the pursuit of team goals
  • Vision & Strategy, develops an ambitious but realistic business vision and translates it into a workable strategy
  • Demonstrates an international mindset with experience working in a multi-cultural environment
  • Motivated by people development, brings people management experience, inspiring people with drive, energy and enthusiasm. industry. Experience in Vegetable Processing or Fresh Cut sectors will be an advantage.
  • Track record of leading a global sales revenue, leveraging excellent interpersonal relationships and a value in use technical sales
  • Constructive Teamwork, cooperates well with others; shares knowledge, experience and information; supports others in the pursuit of team goals
  • Vision & Strategy, develops an ambitious but realistic business vision and translates it into a workable strategy
  • Demonstrates an international mindset with experience working in a multi-cultural environment
  • Motivated by people development, brings people management experience, inspiring people with drive, energy and enthusiasm.

Education

  • M.Sc. in Business, Commercial, Engineering

Other Skills

  • The position is characterized by a high grade of responsibility as well as a broad scope of freedom and design.
  • The continuous growth of the company gives the opportunity to create and implement new ideas and solutions to shape future business as well as substantially contribute to the company’s success story.
  • The dynamically growing company is acting in a future oriented market and offers a positive and an open-minded working atmosphere in an international concern.

To Apply

Send your resume and motivation letter to Lorraine Copeland P&O Manager lorraine.copeland@tomra.com screening and initial assessments will be conducted by external executive search provider.