Senior Account Manager, Dairy (TTH, ISOL) at DSM-Firmenich

• We have an exciting opportunity for you as our Senior Account Manager, Dairy – Ingredient Solutions for our Sub-Saharan Africa regions, where you can be at the forefront of innovation and help our clients create exceptional products that consumers will love.
• As our successful Senior Account Manager, you will lead and grow our dairy ingredients business across South, East, West, and Central Africa. In this role you will serve both as a strategic commercial lead and as the cluster leader for the Ingredient Solutions team in Africa, ensuring collaboration, coaching, and delivery of commercial excellence across regions.
• This is a unique opportunity for a commercially driven and technically strong leader with deep dairy industry expertise and team leadership skills to own a complex P&L, drive application-based growth, and build strategic partnerships across a diverse region.
• Be part of a team that develops food ingredient solutions: vitamins, hydrocolloids, colorants, cultures, enzymes, bio preservation, and sweeteners—all designed to enhance Taste, Texture, and Health. You will have the opportunity to work alongside some of the best experts in the industry, constantly pushing the boundaries of what is possible.

Your key responsibilities:

Commercial Leadership for Dairy

• Own and drive the dairy portfolio strategy across Africa, delivering on ambitious growth targets and profitability objectives.
• Manage a strategic portfolio of key regional customers and distributors across the dairy value chain—from fresh and powdered milk to cheese, yogurt, UHT, and plant-based alternatives.
• Develop and execute country-specific growth plans aligned with segment priorities and local market realities.

Team and Cluster Leadership

• Act as the Cluster Leader for Ingredient Solutions Africa, coaching and guiding cross-segment commercial team members.
• Build internal capability by organizing regional training, customer workshops, and market activation activities.
• Ensure collaborative alignment with regulatory, marketing, supply chain, and application teams to drive customer intimacy and operational efficiency.

Technical & Application Expertise

• Serve as a credible technical partner to customers by understanding dairy processes (fermentation, formulation, heat treatment, etc.) and recommending functional ingredient solutions accordingly.
• Provide application and formulation insights across various sub-segments (fresh milk, processed cheese, yogurt, evaporated/condensed milk, flavored dairy, and dairy alternatives).
• Translate consumer and customer trends (clean label, sugar/fat reduction, texture improvements) into actionable ingredient-based solutions.
• Drive new product development (NPD) and innovation projects in collaboration with the technical service and application experts.

Customer & Market Development

• Cultivate high-level customer relationships and lead solution-oriented selling approaches.
• Lead commercial negotiations with pricing discipline and deliver financially viable customer contracts.
• Activate technical trials, workshops, and ideation sessions with regional customers to demonstrate solution value.

Business Management

• Deliver full P&L responsibility for the dairy business in the region, including forecasting, pricing, budget ownership, and sales execution.
• Track and report performance metrics, pipeline development, project conversion rates, and profitability KPIs.
• Represent the African business in global and regional dairy forums, helping shape strategy based on field insights.

We offer:

• A pivotal regional leadership role with full ownership of the dairy portfolio and commercial outcomes.
• Opportunity to shape the future of dairy innovation across dynamic and high-growth African markets.
• Access to world-class application labs, technical support, and innovation platforms.
• A diverse and inclusive team culture that fosters entrepreneurial spirit and personal growth.
• Competitive compensation and benefits aligned with your impact and achievements.

You bring:

• Bachelor or Master’s degree in Dairy Technology, Food Science, Food Engineering, or a related field. A background in Dairy Microbiology is an added advantage.
• 8+ years of progressive experience in the dairy ingredients or technical dairy sales domain within B2B industries, ideally with exposure across African markets.
• Deep understanding of dairy formulation principles, ingredient functionalities, processing techniques (UHT, HTST, fermentation, etc.), and performance testing of enzymes, cultures, stabilizers, and functional blends.
• Proven ability to manage large accounts, drive long-term projects, and navigate complex customer organizations.
• Experience leading teams or coaching junior commercial or technical colleagues.
• Strong business acumen with comfort owning and optimizing P&L.
• Excellent interpersonal, negotiation, and stakeholder management skills.
• Fluent in English. French or Portuguese language would be an advantage.
• Willingness to travel extensively (>50%) across Africa.