Essentia is a truly global producer of animal protein solutions for the food and beverage industry. Helping manufacturers improve nutritional and other aspects of their food products, Essentia’s raw materials originate only from beef, pork, chicken, turkey, lamb and fish. This helps producers clean up their food labelling, meeting the ever more demanding requirements of consumers.
Starting in 2017, Essentia decided to challenge itself to become as customer centric as possible as part of its strategic review process. With extensive operations in Europe, Asia and Latin America, and thousands of customers, including some very large key accounts, this was going to take some co-ordination. Back then in 2017, the company also did not have a consistent sales approach with customers. Essentia sought a partner who could help them define a customer-centric approach and drive the necessary cultural change in multiple territories.
We recognised that change management was a very important theme in this project, and we designed the project with these characteristics:
The programme enabled significant shifts in behaviour on the ground, as the Essentia Way was owned and promoted by internal staff who were involved in its creation.
The care taken to embed the key account methodology means it is now part of the annual planning and budget cycle of Essentia.
Essentia now has its own sales DNA, which means recruiting, training and coaching are more precise in the future, and customers can experience a truly customer-centric approach.
Going forward, Essentia now wants to work with its distribution network to help them deploy the Essentia way globally. As an organisation, Essentia continues to innovate and work on operational excellence to truly live up to its ambitions of customer centricity.
“This process has been a true eye-opener for the sales organisation, providing tools and training to make us provide more targeted value to our customers. Very professional and inspirational process, thanks!”
“Very relevant content, very good presentations / booklets etc”
“A lot of practical examples in this process”
Training participants Central Europe Group
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