Key Accountabilities
Plans how to establish and maintain major account relationships. Participates with other key account managers and sales management in developing sales strategies for national/global accounts and helps identify target accounts and opportunities within the framework of the organization-wide strategy and (organic) growth plans.
- Sales planning and execution
(Co-develops and) executes the sales plan for the assigned area in accordance with the set objectives and targets. Making sure in the sales plasn are realized and sales targets are achieved.
Based on his/her knowledge of the market and the market intelligence performed by the OpCo approaches and acquires new customers in a proactive manner through various means that may include direct visits, phone, references, etc. within delegated authority (within the sales team), in order to retain and grow the customer base according to expectations and to achieve the sales targets.
Establishes and builds strong client relationships over time that allow for continuity and ongoing representation and profitability reinforced by sales support/delivery programs. Monitors competitive activity in each account and ensures that appropriate response strategies are formulated and communicated. Can assess progress within a particular account and make a commercial decision about committing future resources to developing the opportunity. Organises customized customer seminars and coordinate applicable targeted marketing activities
Asks questions which uncover implicit needs, and which develop those needs. Builds value for the customer by investigation to uncover explicit needs and develop those needs. Demonstrates company’s capability by explaining how company’s products and services match a customer’s explicit needs (Benefit Statements)
Responsible to coordinate the internal expertise for Key Accounts by collaborating with the General Manager, Sales manager, Technical Sales Seam, Product Development, Pricing and others. Based on input from Marketing and Pricing measures, prepares and quotes customers, in order to advise customers appropriately and to conclude the sale of product. Proactively aligns (demands and expectations) the internal organization and all relevant stakeholders in order to achieve maximum customer satisfaction. Responsible to maintain and build own product and technical knowledge in relevant product categories by taking local & global technical trainings.
Receives, follows up and resolves or ensures resolution of customer complaints / queries in a timely and efficient manner, in close cooperation with colleagues in Sales and Customer Services, in order to satisfy customer expectations and ensure customer retention.
Coordinates, executes, maintains and / or improves various administrative sales processes and systems, in line with the applicable procedures to ensure an efficient and effective sales administration compliant with policies and regulations. Records the outcome of a sales call and plan future actions which moves the sale towards a successful conclusion – including additional investigation (needs identification) where necessary.
Provides insights to management on request, or own initiative, regarding quantitative and qualitative developments within his / her area of sales/expertise, based on reporting guidelines, and ensures all information is appropriately stored and updated, so that management and / or relevant stakeholders can make (timely) decisions and determine or adjust sales decisions and strategy.
May participate in various sales and customer service-related projects in his / her area and contributes to project results.
