Online Account and Distribution Management
Online network meeting – for commercial executives
14 April 2021 | 16:00 - 18:30
Industrial sales in an online environment
Many of us believe that the hardship and adventure of travelling to exotic merging markets visiting distributors and customers are over. And that the sales manager has to discover and explore its markets from his home office … online. Being a principal company to what extend will you be relevant for your distributors online? What will industrial sales in 2030 look like, from a customer and a distributor perspective?
How to work with customers / distributors online?
In 2020, we were all introduced to various digital technologies and online sales and marketing practices. We didn’t have a choice, but many of us believe that the adventures of traveling to exotic and merging markets are over and we’ll remain dependent on online solutions for sales, marketing and innovation for now. How do we deal with this change? How can you respond to this development and what skills do you need for online success in the international B2B food environments?
At our online event Account and Distribution Management on 14 April, industry experts Marc van Gerven, Christian Morsink, Emiel van Dijk and Rene Coenen will share insights and best practices to contact potential customers, engage with customers online, and show you how to manage indirect sales through distributors. At this event, you will learn how to become successful in online managing accounts and distributors in the international B2B food industry.
Would you like to learn from our industry experts, know how you can improve your organisation, and have an educational day? Sign up now and we look forward to seeing you online on 14 April!
16.00 – 16.10 hours
Opening & welcome
Halbe Vogel, IFFI
16.10 – 16.50 hours
Industrial sales in an online environment
Round table discussion with industry experts
16.10: Rene Coenen & Amélie Legate Fournier, Limagrain
16:35: Emiel van Dijk, Cargill
17.00 – 17.15 hours
17.15 – 18.15 hours
Managing distribution networks online
Break out / plenary sessions with commercial executives
17.15: Introduction companies by Christian Morsink, FrieslandCampina Ingredients and Marc van Gerwen, IMCD
17:25: Distribution management and Digital WOW between both companies
17:40: Breakout Session
17:55: Reconvene and present back
18.15 – 18.30 hours
Wrap up, closing & virtual drinks
Halbe Vogel, IFFI
In this online session, industry experts will teach you the digital skills to contact potential customers, provide to customers online and show you how to manage indirect sales through distributors. In short, you will learn how to become successful in online managing accounts and distributors in the international B2B food industry.
- Amélie Legate Fournier
- Rene Coenen
- Emiel van Dijk
- Christian Morsink
- Marc van Gerwen
Amélie Legate is Communication Officer of Limagrain Ingredients. She is in charge of the Digital Communication of Limagrain Ingredients since 2013. She is working on the website, social media but also on webinars and other new tools. Due to travel restrictions of the COVID pandemic, digital has grown enormously and remains today a way to keep in touch with their customers. In the online IFFI session, Amélie will share their experience on different digital tools: what works and what doesn’t.
Rene Coenen is the Commercial Director of Limagrain Ingredients and is responsible for the marketing and sales activities of grain specialties such as functional flours and expanded cereals. Rene has a broad background in commercializing food ingredients in an international B2B environment. Traditionally known for establishing personal and long-lasting relationships between suppliers of ingredients and food producers. The COVID pandemic forced Limagrain Ingredients to become active online and more importantly establish dialogue and relationships with customers online. Either from a marketing and/or sales perspective. During this online session, Rene will share the best practices on how to be relevant to food producers in an online environment.
Emiel van Dijk
Emiel van Dijk is a seasoned commercial manager in food ingredients. He has worked for Cargill in various commercial positions in divisions such as Oils & Fats and Cocoa & Chocolate. Today as Director Commercial Excellence at Cargill Ingredients, he applies his experience and sales leadership to the overall commercial discipline of Cargill Ingredients. Due to travel restrictions of the COVID pandemic, Emiel had to come up with different sales practices and provided an internal ‘play ground’ for sales to train and equip themselves with online sales. In the online IFFI session, Emiel will share his experiences and insights gained so far on online sales in food ingredients at our masterclass Account and Distribution Management.
In 2012, Christian Morsink has joined FrieslandCampina as Distribution Channel Manager to optimize and expand the distribution network of its subsidiary Kievit. As Sales Manager of Europe, Christian had the opportunity for 4 years to actually ‘work the distribution network’ and manage the indirect sales to food producers. Today, Christian is back in the distribution channel management and is optimizing and expanding the distribution network of FrieslandCampina Ingredients globally. Christian is a true expert in distribution management and he will share his experiences and best practices in regard to working with distributors and sales agents online.
Marc van Gerwen
In order to get insights from both a principal company and distribution partner, Marc van Gerwen – Business Group Director Food & Nutrition at IMCD – will share his experiences in working with FrieslandCampina on this mutual topic ‘Online Distribution Management. From a distributor’s point of view, it is interesting to know how they play their role as an intermediate partner online? On one hand, maintaining the dialogue with food producers locally and on the other partnering with their principal suppliers internationally. Due to the COVID pandemic, both FrieslandCampina and IMCD developed a best practice work online and they will share their experiences and insights in terms of their joint effort to maintain and expand sales to food producers internationally at our masterclass Account and Distribution Management.
The online meeting is for commercial executives in the food (ingredients) industry sharing insights and best practices on online sales and distribution management.
Registration is open for members and non-members:
- IFFI Members: participation is covered by the membership fee. *
Please register by filling in your login details
- Non-members: € 150,- (excl. VAT)
* IFFI members are employed by the IFFI member companies
As we would like to send all registered attendees a small gift before the start of the event, we included a question in the registration form, asking for the (private) address, where the gift can be sent to.
Online event hosted on the virtual event platform SpatialChat.