Nirmallya Roy
Regional Key Account Manager
Singapore
Summary
Experienced Business Leader with several years of consistent track record in delivering breakthrough business in Global market of Flavours & food ingredient. Driving strategic partnerships, delivering exceptional value to our top clients, leading cross-functional teams to create compelling strategies and win new business opportunities. Strategic Sales Management, Business Development, Product Management of Food Ingredients, Flavors and Food Chemicals in diverse international markets. An entrepreneurial techno-Commercial executive with broad-based Global & regional business exposure. Entrepreneurial, Strategic sales specialist instrumental in building markets for world leading technology, creating Taste experiences that consumers love.
Overview
29
29
years of professional experience
Work History
Regional Account Manager, Greater Asia
International Flavors & Fragrances (Greater Asia) Pte Ltd
08.2018 - Current
- Developing Commercial Strategy for Flavours & Ingredients. Delivering Go-To-Market Execution and Sales Support for Beverages, Sweet Goods, Nutrition, Dairy, Savoury & Snacks category with IFF’s leading Global Key Account- NESTLE.
- Regional Account Strategy & Execution of GKA NESTLE: Stay abreast of market dynamics, consumer trends, understand competitive landscape for strategic decision-making and identify areas for growth via market penetration and differentiation.
- Regional Account Relationships and Collaboration: Develop and strengthen complex customer stakeholder relationships and foster cross-functional collaboration. Ensure these relationships are leveraged & strengthened by the account team.
- Team Development: Lead and manage the team of account managers in the Greater Asia region, providing coaching, training, and support to enhance their skills and capabilities, and fostering a fearless culture of continuous learning and development.
- Maximize customer engagement through deep understanding of their WoW including strategies, brands, markets, customer competition and consumers to identify opportunities for Innovation. Ensure IFF is uniquely positioned versus competition and perceived as an innovative, efficient and easy-to-work-with partner.
- Pipeline Management: Build and maintain a robust pipeline of opportunities by collaborating closely with Business Managers, Sales, Marketing, Supply Chain, Flavor Creation, and Application teams.
- Performance Tracking: Monitor and analyze sales performance metrics, market share, and customer feedback to evaluate the effectiveness of sales strategies and initiatives, and make data-driven recommendations for improvement.
- Representing large scale regional food ingredient trade-shows, conferences and customer events.
Sr. Account Manager
International Flavours & Fragrances (IFF) Australia Pty Ltd
07.2015 - 07.2018
- Achieved double digit growth of territory and strategic development of Private Label Business in Oceania.
- Account Manager for Australia wide Private Label customers & Supermarket chains: Coles Myer Ltd, Woolworths Ltd, ALDI & strategic customers like Nestle, Campari Gruppo, Patties, Fosters, Rosella, Tetley, Massel, Distributor & Food Service Chains: Mc Donald’s and Yum (KFC / Pizza Hut).
- Develop the account strategy for the assigned Global and local strategic customers including Private Label business.
- Develop thorough understanding of customer needs through account planning & drive growth initiatives from brand strategies, product positioning, SWAT analysis and competitive advantage.
- Engage and partner with customer decision makers to drive & develop new business opportunities.
- Build and manage project pipeline, lead key projects ensuring the most efficient management of resources.
- Manage and resolve customer complaints and ensure prompt resolution.
- Effectively networking & relating to other members of the Sales, Marketing, Technical and Supply Chain teams.
- Deliver accurate sales forecasts and manage financials for assigned accounts.
- Identifying and networking with prospective key stakeholders, capture important trends affecting food business at customer as well as at distributor level and monitor competitor activity.
Commercial Manager & Resident Director
International Flavours & Fragrances, Auckland, New Zealand Ltd
09.2011 - 06.2015
- Team Leadership & Development: Manage and coach team IFF New Zealand of 13 direct reportees, support talent development and ensure alignment with business objectives. Coach and develop extended commercial and creative team members. Foster a team culture aligned with IFF’s Vision & Values.
- Responsible for business development with direct Strategic Key Accounts like Nestle, Cerebos, Heinz Watties, Fonterra, Good Man Fielder, Frucor etc.
- Develop thorough understanding of Customer needs via analysis of customer brand strategies, positioning and establishing competitive advantage.
- Achieve sales and profitability objectives coupled with client satisfaction.
- Design internal processes to make business efficient and effective.
- Optimise sales force for customer coverage in line with local requirements.
- Manage project management initiatives within business.
Account Manager
International Flavours & Fragrances (IFF) Australia Pty Ltd
09.2005 - 08.2011
Business Manager- West Africa & Eastern Europe, Food & Pharmaceutical Ingredients
DSM Food specialties (Delft, Holland) / Emmysom Food Specialities (Lagos Nigeria, West Africa)
08.2004 - 08.2005
- Developed DSM’s Bakery Enzyme Business worth US$ 4 Mn within a span of 12 Months.
- Techno Commercial Sales, Achieving designated Sales Targets, Business Development, Key account Management in entire West Africa and technical support to the Sales Force.
- Support commercial production of client, training & educating at client’s co-manufacturing plants.
- Supporting sales of the region by providing technical services to the customers in Application areas.
- Manage projects in Laboratories both in DSM application Lab at Delft and visiting principle’s lab in Europe to standardize Recipes and formula in related application areas.
- Handle regulatory affairs pertaining to local Food Laws in Africa and Eastern Europe.
- Nigeria is one Africa’s largest importer of Wheat Flour with a cumulative milling capacity of 5 Million Tons of Wheat Flour / year. Targeted huge base of Baking enzyme business and Vitamin Premix (Vit A Acetate, B1,D3,C etc) for fortification of Wheat Flour, Veg Oil, Margarine and also across all Pharmaceutical segments.
Regional Sales Manager- Flavour, Western India & Pakistan
International Flavours & Fragrances India Ltd, Mumbai
07.1996 - 07.2004
- Regional Sales and Business Development responsibility for Western India Region based in Mumbai. Responsible for the regional sales of USD 7.5 Million.
- Managing a Team of 7 direct Reports: 3 Business Dev Managers, 2 Area Sales Mgr, 1 Customer Service Exec and 1 Financial Accountant.
- Additional Responsibility
- IFF Sales to Pakistan Market. Operating on the business platform of USD 2 Mn.
- Regional responsibility for Indian subcontinent region for IFF sales to Unilever Oral Care and Health Beverages Segment.
- Co Ordination with category managers in scanning domestic and international market, predict future trends, provide inputs for planning and development process.
- Active participation in the region’s strategic planning process
- Effective utilization of resources and giving inputs in making decisions for the category based research on market trends and making recommendations to product managers.
- Review existing product repertoire to identify gaps based on market trends and future requirements. Proactively initiate creation and concept development based on gaps and market trends.
- Major Achievements
- IFF -Western India bagged the best Regional sales Team award under my leadership.
- The sales increased by 33 % from USD 7.5 Mn to 10 Mn.
- Successfully implemented SAP (ERP solutions) in improving the sales and Distribution efficiency to IFF Western India Sales.
- Best Sales Person of the year in IFF during the year 1999 and 2002.
Education
Executive Certificate Course - Disruptive Innovation
INSEAD
Diploma - Sales & Marketing Management
NMIMS
Bachelor Of Science & Technology - Chemical Engineering with specialisation in Foods & Fermentation Technology - Food Technologist
Department of Chemical Technology Mumbai University (U.D.C.T)
Bachelor Of Science - Physics, Chemistry, Geology
Marathawada University
Skills
25 Years of Global experience & exposure of business development & organisational leadership in diverse market of Asia, Africa, EU, Australia, NZ and Indian markets
Excellent interpersonal skills and ability to engage at all levels Stakeholders Strong communication, presentation, storytelling, and negotiation skills
Experience in achieving large revenues/sales targets in Local and International Market and fulfilling high growth expectations Characterised by Strategic vision, innovative thinking, business acumen, and ability to drive and rally with cross functional team
Strong values and high degree of personal integrity Self-motivated and proactive
Passionate leader with ability to convey in-depth knowledge of flavours & food ingredients in related product development using strong academic & professional background of Food Science & Technology & Organic Chemistry
Insights into Global & regional regulatory and sustainability issues impacting the industry
Ability to work under tight timelines, prioritize tasks, work efficiently and maintain discipline in order to meet challenging deadlines
References
Bibiana, Agostini, VP, GKA, IFF, IFF
Training
- Attended People Leadership Program (PLP & OLP, Global Training Platform).
- Undergone negotiation skill and Key Account Mgmt Training workshop by All India Mgmt. Training Association & Australian University.
- Undergone Executive Mgmt Training Program on Product. Management At IIM (Indian Institute Of Management), Bangalore.
- Undergone Product Mgmt Training at BBA, Bangkok and International Product Meet conducted by BBA at New Jersey, U.S.A in June 2000.
- Represented IFF -Indian Subcontinent in International Open House Meet at Kellogg Institute of Food and Nutrition at Battle Creek, Michigan in July 2002.
- ACADEMIC EXCELLENCE: Gold medallist and 1st class 1st at B.Sc exams.
- PROFESSIONAL EXCELLENCE: Best Sales Man of IFF India in 1999, 2002
Timeline
Regional Account Manager, Greater Asia
International Flavors & Fragrances (Greater Asia) Pte Ltd
08.2018 - Current
Sr. Account Manager
International Flavours & Fragrances (IFF) Australia Pty Ltd
07.2015 - 07.2018
Commercial Manager & Resident Director
International Flavours & Fragrances, Auckland, New Zealand Ltd
09.2011 - 06.2015
Account Manager
International Flavours & Fragrances (IFF) Australia Pty Ltd
09.2005 - 08.2011
Business Manager- West Africa & Eastern Europe, Food & Pharmaceutical Ingredients
DSM Food specialties (Delft, Holland) / Emmysom Food Specialities (Lagos Nigeria, West Africa)
08.2004 - 08.2005
Regional Sales Manager- Flavour, Western India & Pakistan
International Flavours & Fragrances India Ltd, Mumbai
07.1996 - 07.2004
Diploma - Sales & Marketing Management
NMIMS
Bachelor Of Science & Technology - Chemical Engineering with specialisation in Foods & Fermentation Technology - Food Technologist
Department of Chemical Technology Mumbai University (U.D.C.T)
Bachelor Of Science - Physics, Chemistry, Geology
Marathawada University
Executive Certificate Course - Disruptive Innovation
INSEAD