We are open to applicants located in any EU location T&L have a legal entity in.
About us
Tate and Lyle is a successful organisation with a clear purpose, ambition, strategy, and strong expert talent, solely focused on achieving its’ ambition as a world class ingredients solutions provider. We have expanded our plant-based footprint beyond corn into tapioca, stevia leaf, chickpea protein and soluble fibre to explore wider platforms for achieving our ambition. Achieving this ambition will require; development of new capabilities, reallocation of resources and investment to become a leaner, more agile company, leveraging latest technology, process insight and ways of working.
About this role
The VP Key Accounts EU is accountable for driving profitable growth with our Partner and Enterprise Accounts across the European Region. It may also cover some selected Accelerators accounts. This role is a critical commercial leadership position for unlocking growth with the company’s Partner accounts and ensuring sustained, profitable delivery with Enterprise accounts. The role sits on the Europe, Middle East & Africa (EMEA) Leadership Team and reports directly to the President / General Manager of the EMEA region.
The role is accountable for delivery of in region annual revenue of c$150m along with coordination and negotiation for an incremental c$60m of revenue recognized in the Americas and Asia Pacific regions for Partner and Enterprise accounts and for growing both the size and health of the opportunity pipeline for the selected accounts and ensuring opportunities convert into sales at the appropriate rate and pace.
Operating at the intersection of strategy, customer leadership and matrixed resources orchestration, the VP Key account EU and his/her team will build and sustains multi layered, cross-functional customer relationships and interactions, leverage and deploy cross-functional internal partner functions (Supply Chain, Operations, Science and Innovation, Marketing, Product Lines) to design, align and execute multi-year strategic growth plans for th selected customers. These plans will be based on a deep understanding of customer’s strategic priorities, needs and value elements. This role requires a deep understanding of Food and Beverage customer’s needs, industry trends, market dynamics along with the ability to connect and mobilize the appropriate internal resources to accelerate the pace of topline growth and pipeline development with our Key Accounts.
The VP Key Account, EU will lead a team of Global and Regional Key Account Managers whilst also owning the animation & delivery through an internal cross functional team, requiring a strong vision and influencing skills along with a demonstrated ability to build multi-functional, multi layered relationships with Key accounts and to drive results.
Accountabilities
Own the development and execution of Strategic Growth Plans for EU Partners and Enterprise accounts, ensuring alignment with other regions for Global Accounts
Deliver the Annual Operating Plan targets (revenue, margin, pipeline build/conversion)
Build the size and health of the opportunity pipeline with our Key Accounts and drive conversion rate by pulling appropriate internal resources/expertise/capabilities
Lead joint business growth plans with strategic customers, develop opportunities for long term partnership
Provide strategic recommendations to leadership on account trends, risks, and opportunities, shaping regional commercial decisions.
Act as the executive sponsor and escalation point for our Enterprise and Partner accounts in region.
Help shape the strategic growth agenda of the EMEA region by bringing external market and customer’s insights to the LT.
Act as role model to develop senior‑level, multi‑layered customer relationships that strengthen partnership potential and deliver long‑term value creation.
Ensure appropriate development of joint key account plans and own and deliver sales target for their portfolio.
Lead and "animate" an internal cross‑functional ecosystem—Technical Sales, Customer Service, Innovation, and Operations—to deliver a coordinated, customer‑centric approach to our Key Accounts.
Influence prioritisation of regional resources based on strategic value and growth potential.
Ensure connectivity with global account peers to reduce fragmentation, streamline interactions, and deliver a unified customer experience.
Lead the negotiations and closing of complex deals for large accounts, achieving sales & profitability targets.
Maintain a deep understanding of industry trends and competitive positions, adapting sales strategies accordingly.
Use advanced commercial and financial insights (pricing, margin optimisation, scenario modelling) to shape decisions and unlock growth.
Collaborate effectively with other Sales & Marketing, Customer Service, and Innovation teams to ensure seamless service delivery and high customer satisfaction.
Provide leadership and coaching to Key Account Managers and/or broader account teams, fostering a high‑performance, strategically oriented mindset.
Build organisational capability in account planning, opportunity assessment, solutions/value selling, and negotiation.
Promote a culture of learning, continuous improvement, and cross-functional collaboration.
Skills and Experience
Bachelor’s degree or equivalent experience.
Advanced expertise in Sales & Key Account Management, including end‑to‑end strategic account leadership across complex customer organisations.
Strong ability to influence across a matrix organisation, aligning diverse teams behind a coordinated commercial vision without formal authority.
The role needs to adapt to stakeholder’s styles, interpret and explain information to different audiences from inside and outside the organisation who are not familiar with the subject matter.
Experience leading commercial teams and developing talent; accountable for team delivery, planning, and resource allocation. Oversees the resolution of complex or unusual issues, utilising original thought or unique approaches and sophisticated analytical techniques to guide the development of the end-to-end sales process.
Proven ability to significantly influence departmental outcomes through effective decision-making for assigned teams.
Ability to provide strategic insights and guide senior leadership decisions on policies, portfolio strategy, and commercial approaches.
Desired Competency Profile
This role requires advanced ‘Portfolio & Category Expertise’. Acting as a trusted advisor to customers, this role leverages understanding of ingredient solution applications and market trends to proactively identify growth opportunities and influence senior stakeholders.
Demonstrating advanced ‘Business Development & Opportunity Prioritisation’, this role will proactively identify and champion strategic growth opportunities, using robust financial modelling and cross-functional collaboration to secure resources and drive long-term value.
Expert ‘Account Planning & Execution’ skills are expected in this role, enabling the articulation of account strategies and the identification of opportunities that drive significant growth. This role will also drive joint business planning with senior customer stakeholders, shaping multi-year growth strategies and plans.
Demonstrates an expert level of 'Solution Selling' by partnering with senior customer stakeholders to understand future strategic requirements and deliver complete solutions, establishing themselves as trusted partners. Communicates impactful narratives and navigates complex customer organisations to secure cross-functional support.
Demonstrates an advanced level of 'Commercial & Financial Effectiveness' by leading financial analysis and scenario planning to evaluate the impact of commercial decisions. Identifies profit-enhancing and cross-category opportunities, aligning commercial insights with strategic priorities to drive profitable growth and influence key stakeholders.
Demonstrates an advanced level of 'Deal Creation, Negotiation & Execution' by anticipating customer demands and planning options to address them. Proactively addresses potential challenges, manages complex negotiations with multiple stakeholders, and drafts complex terms, ensuring all contractual obligations are met.
An advanced level of ‘Customer Insight & Relationship Management’ is demonstrated by cultivating a deep understanding of customer businesses and building strong relationships. Individuals will develop comprehensive engagement strategies, proactively anticipate customer needs, and hold stakeholders accountable for delivering exceptional customer experiences, diligently tracking relationship health.
An advanced level of ‘Capability Development & Coaching’ involves guiding teams around competency requirements for their roles, identifying development gaps. Individuals will conduct coaching discussions, set development priorities, deliver formal coaching, and create development plans, ensuring these are integrated into performance reviews.
Demonstrates exceptional ability to influence senior stakeholders across a complex matrix organisation, aligning diverse teams behind a shared commercial vision and strategic customer priorities.
Builds trusted executive-level relationships internally and externally, combining strong strategic thinking with the ability to navigate complexity and drive alignment on long-term growth opportunities.
What we can offer you
As a business operating in 50 countries worldwide, we offer a global rewards package to all employees alongside a range of country-specific benefits. In addition to the flexible working policy, hybrid working model & competitive salary we offer.
Tate & Lyle is an equal opportunity employer, committed to the strength of an inclusive workforce.