Regional Head Key Accounts

Role & responsibilities

Strategic Direction of Global & Regional Account Strategies

• Joint Business Plan (JBP) Leadership: Oversee the transformation of global account strategies into comprehensive regional account roadmaps, ensuring that global volume commitments, revenue targets, and growth frameworks are systematically achieved by the team.
• Portfolio Penetration Strategy: Guide regional adoption strategies across key product lines, directing team efforts to introduce solutions into key regional client sites and product pipelines.
• Wallet-Share Maximization: Identify uncaptured product lines and manufacturing sites of global and regional key accounts within the geography, steering targeted proposals to increase Synthites overall market share.

2. Commercial Architecture & Brief Oversight

• Oversight of Complex Briefs: Direct the regional strategy for high-value client briefs, aligning Marketing, R&D, and application teams to deliver winning technical proposals, compliant specifications, and competitive pricing.
• Commercial Governance: Enforce global pricing structures, service level agreements (SLAs), and contract frameworks established by corporate leadership, ensuring commercial consistency across all regional touchpoints.
• Pipeline & Forecast Management: Review regional brief conversion stages, margin profiles, and volume commitments to ensure predictable and accurate regional account forecasting for leadership.

3. Relationship Architecture & R&D Alliance Management

• Multi-Tier Executive Mapping: Cultivate strategic relationships across key account manufacturing facilities and regional headquarters—engaging with Executive Procurement, R&D Directors, and Senior Quality Assurance leadership.
• Strategic R&D Partnership: Establish technical credibility at the executive level within regional R&D centers, positioning Synthite as a primary consultative partner for scientific and formulation challenges.
• Innovation Days & Team Engagement: Champion Synthite’s presence at customer Innovation Days and technical workshops, guiding the team to showcase proprietary technologies and secure new project briefs.
• Executive Reviews: Lead Quarterly Business Reviews (QBRs) and facilitate high-level executive touchpoints between Synthite leadership and regional client counterparts.

4. Operational Governance, CRM & Account Health

• Playbook & SOP Compliance: Apply Synthite’s enterprise KAM frameworks, standard operating procedures (SOPs), and account classification tools across all account management activities.
• CRM & Account Health Scorecards: Utilize internal CRM systems to maintain account health scorecards, opportunity mapping, and margin tracking, providing real-time visibility to regional and global leadership.
• Risk Mitigation & Churn Diagnostic: Monitor early warning indicators for supply, quality, or competitive risks within the region, taking swift corrective action to protect ongoing revenue streams.
• Regional Travel: Execute international and regional travel as required to maintain face-to-face engagement with regional key account leadership and facility sites.

5. Value Positioning & Technical Moats

• Differentiated Value Storytelling: Position Synthite’s supply chain integrity, raw material origin control, sustainability credentials, and technical expertise as primary value drivers during regional account engagements.
• Regulatory Navigation: Leverage Synthite’s global compliance track record to assist regional buyers and technical teams in navigating regional regulatory hurdles, converting compliance into a commercial advantage.

6. Cross-Functional Integration & Market Feedback

• Commercial Feedback Loop: Serve as the regional commercial feedback channel, delivering ground-level market intelligence, competitor moves, and client requirements back to Category Managers, Market Intelligence, and Business Unit Marketing teams.

Organizational Authority & Scope

• Regional Scope: Responsible for designated Global Key Accounts operating within the assigned geographic region (e.g., India & Neighbouring Countries, APAC, Europe, North Americas, LATAM).
• Reporting Structure: Direct reporting line to the Commercial Head of Taste.

Profile of the Ideal Candidate

• Consultative Value Seller: Proven track record in scientific business development and consultative solution selling within the B2B food ingredients, bio-ingredients, specialty chemicals, or flavor/fragrance sectors.
• Global Account Execution Experience: Solid experience executing Joint Business Plans (JBPs) and navigating matrixed organizational structures of global flavor houses and multinational CPGs.
• Technical Credibility: Ability to engage comfortably with client R&D managers, technical directors, and regulatory teams, translating complex raw material specifications into commercial value propositions.
• Commercial Acumen: Strong proficiency in contract administration, margin tracking, pipeline management, and data-driven account planning tools.
• Experience & Qualifications: 10+ years of Key Account Management working experience with Flavour Houses/Consumer Product Groups.