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