WE Soda
Account Manager, Europe – Specialty Products
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WE Soda - Sodium Bicarbonate Sales Manager, Europe
WE Soda is one of the world's leading producers of natural soda ash and sodium bicarbonate, with low-carbon production operations in Türkiye and the United States and a supply network serving customers across Europe, the Americas, the Middle East, Africa and Asia.
Your role is to manage and grow a portfolio of sodium bicarbonate customers across Europe, combining hands-on account management with active business development across direct customers and distribution partners in the food and beverage, animal nutrition, pharmaceutical and healthcare, flue gas treatment, personal care and other industrial segments. You will build strong customer relationships, convert new opportunities, and partner with supply chain, customer service and technical colleagues to grow volume, margin and market share.
Working Arrangement: This role requires regular travel to customer sites across the region (around 30–40% of your time).
Your Responsibilities
Account Management & Growth
- Manage and grow an assigned portfolio of European sodium bicarbonate customers, acting as the primary commercial contact and ensuring high levels of customer satisfaction and retention.
- Identify, qualify and win new customers and applications across Europe; building and managing a healthy sales pipeline, including specification-driven opportunities with longer qualification cycles.
- Develop account plans for priority customers covering volume, pricing, growth opportunities and risks; and lead regular business reviews.
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Commercial & Technical Positioning
- Prepare and negotiate annual and multi-year supply agreements, tenders and price adjustments, including delivered-price build-ups, freight and surcharge mechanisms.
- Build deep knowledge of sodium bicarbonate applications (including food leavening, animal feed, pharmaceutical grades, dry sorbent injection for flue gas treatment) and position WE Soda's grades against customer specifications.
- Work with quality and technical teams to support customer qualifications, audits, product documentation and certifications (e.g. FSSC 22000, FAMI-QS/GMP+, pharmacopoeia grades, REACH).
- Gather and share insight on European sodium bicarbonate demand, pricing, imports and competitor activity to inform pricing and commercial strategy.
Operational Delivery & Collaboration
- Coordinate with supply chain on packaged (bags, big bags) and bulk deliveries, European stock availability and order-to-delivery performance.
- Where relevant, manage and support distribution partners, setting joint targets and reviewing performance against agreed KPIs.
- Provide accurate monthly volume and price forecasts; maintain CRM, pipeline and customer records; contribute to S&OP and budget processes.
- Work closely with customer service, finance, technical service and marketing to resolve issues, manage credit and receivables, and ensure a seamless customer experience.
- Conduct all commercial activity in line with WE Soda's pricing governance and competition and antitrust law requirements.
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Key Qualifications & Experience
- Demonstrable experience in B2B sales or account management within industrial chemicals, minerals or raw materials; direct sodium bicarbonate experience strongly preferred.
- Experience selling into one or more of food and beverage, animal feed, pharmaceutical or flue gas treatment markets, including familiarity with specification and qualification processes.
- Demonstrated success in both managing existing accounts and developing new business.
- Solid negotiation skills and commercial acumen, including understanding of pricing, margins and contract terms.
- Working knowledge of food/feed/pharma quality and regulatory requirements, packaged and bulk logistics, and Incoterms.
- Bachelor's degree in Business, Chemistry, Food Science, Engineering or a related field.
- Fluent English; one or more additional European languages highly desirable.
- Proficiency with CRM systems (e.g. Salesforce).
Preferred Attributes
- Proactive, self-motivated and able to work independently across a broad geography.
- Strong relationship builder with a customer-first approach.
- Hunter mindset: energised by opening doors and converting new opportunities.
- Technically curious; comfortable discussing product grades, specifications and applications with technical and quality stakeholders.
- Organised, analytical and disciplined in forecasting and CRM use.
- Collaborative team player comfortable in a growing, fast-moving commercial organisation.
- High integrity and a strong commitment to compliance.
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