Sales Manager Key Account

SUMMARY:

As Key Account Manager you will be in charge with the management of our strategic National or Key accounts. You are responsible for developing the business with the allocated strategic National or Key Accounts in the country and for the turnover and profitability of these accounts.

KEY RESPONSIBILITIES:

• Manage all aspects of Strategic National or Key accounts as identified by segmentation model
• Coordinate with internal team (e.g., CSD, CSM, Account Manager) to deliver targeted DRiV value into the Strategic National or Key Accounts assigned
• Manage business reviews at assigned accounts focusing on growth and incremental sales opportunities
• Manage incremental business and contract renewals in collaboration with supporting DRiV functions
• Identify opportunities for share-of-wallet growth for NA or KA, focusing on our strategic flagship brands value proposition
• Execute on the account management plan following the sales process in connection with the field resources
• Effectively utilizing marketing programs and product trainings
• Negotiate Annual agreements with the assigned National or Key Accounts
• Maximize the business revenue with them and increase the SOW
• Prepare long-term strategy in order to increase our SOW in those customers.
• Control Customers’ finance KPI including cash collection
• Identifying incremental opportunities, planning and developing business at assigned National or Key Accounts as part of Sales growth plans
• Reporting
• Finance and administration
• Support Managing Director and/or IKAM Director to develop sales project in the region as PMO
• Collecting and reporting overall business environment and marketing data

QUALIFICATIONS OR FUNCTIONAL EXPERIENCE

• Minimum 3 to 5 year’s experience in the automotive industry, preferably in the Aftermarket
• 3 + years of experience in Sales
• Sales techniques including account development and strategic planning
• Proven experience of Key Account development
• New accounts and/or markets development
• Distribution/trading experience is a must
• Fluent in English
• Marketing and sales knowledge and experience
• Ability to work within a matrix organization
• Ability to travel in UK & Europe
• Savvy with customers from other cultures and countries
• Ability to drive sales projects professionally and systematically (PMO)
• Professional in negotiations on various levels

COMPETENCIES

• Account development and results driven
• Strategic account planning
• Negotiation skills
• Project management skills
• Solution design and positioning
• Messaging and value proposition
• Forecasting and pipeline management
• Cross-functional team selling
• Coaching and development
• Relationship development
• Product knowledge
• Industry and competitive knowledge
• Business and financial acumen
• Digital ability
• Data analysis
• Good experience with Microsoft Office in particular Excel & Power-point
• Hold a UK Driving license