Régional Key Account Manager H/F
CDI
REGIONAL KEY ACCOUNT MANAGER H/F
Role Purpose:
Drive sustained profitable growth by building customer value through strong relationships, cross-BU customer management, Sector approach and Innovation.
In the respective Region, the Regional Key Account Manager supports the affiliated Cluster Head of Sales
- Provide input to Customer Development Plan, ensure buy-in for own region, and execute regional actions
- Identify long run prospects, game changing initiatives, innovation and eCommerce agenda in respective region
- Gather intelligence from internal & external sources to understand the customer
- Conduct strategic customer dialogues with regional decision makers to identify customer's business objectives and supply chain requirements and challenges
- Identify key customer contacts and build/maintain relationships. Ensure business fit in the respective region
- Develop coach networks and network with decision makers in the region to drive agenda
- Align customer and the client's agenda: early communication of future trends and customer strategies to the
- BUs before the opportunities come to market
- Identify, assess and develop new/growth/retention/ strategic opportunities regionally
- Drive renewal of profitable business in the region
- Confirm business fit with customer
- Support or conduct opportunity assessment with relevant the client counterparts and obtain go/no go decision from BU on these opportunities
- Manage the regional pipeline to achieve revenue/volume/GP targets
- Undertake due diligence on solution & price
- Develop proposal, business fit and solution fit
- Adapt proposal and gain sign-off on changes
- Ensure common understanding of service expectations and solutions with the customer, the client
- countries/region and within CSI
- Coordinate and actively engage in negotiations, gain decision maker commitment and close the deal
- Provide input to contract and ensure its sign off prior to the start of trading and in line with CSI and divisional contract approval processes/guidelines
- Gain decision maker commitment
- Represent and manage customer expectations, scope changes, approval process and deal activation
Requirements:
- University degree
- In depth knowledge of total supply chain of particular sector
- Willing to undertake extensive international travel
- Excellent analytical and problem-solving skills
- Excellent written and oral communication skills
- Effective presentation and facilitation skills
- Structured work approach
- Computer and Microsoft Office proficiency
- International exposure and cultural sensitivity
- Ability to work independently and within a team to deliver results
- Ability to lead and influence without formal authority
- Ability to adapt and perform under changing and uncertain conditions
- Ability to lead and influence in an informal client matrix structure
- Excellent business English, written and oral