Senior Sales Manager International Key Account

Responsibilities

• Manage assigned key accounts and oversee sales representatives responsible for B- and C-category customers.
• Own sales turnover, profitability, and overall performance of allocated customer accounts.
• Serve as the primary point of contact for key accounts, ensuring high levels of customer satisfaction and service delivery.
• Develop, plan, execute, and manage sales budgets for nationwide multi-location customers.
• Build and maintain strong customer relationships through regular engagement with branch managers and other stakeholders.
• Identify and implement commercial opportunities, promotional activities, and growth initiatives.
• Analyze customer portfolios to identify business potential, customer needs, cross-selling opportunities, and demand-generation activities.
• Consolidate customer forecasts and forward orders to support planning and supply chain activities.
• Establish and drive cross-functional relationships between customer and company stakeholders, including management, logistics, finance, IT, and marketing teams.
• Actively manage Vendor Managed Inventory (VMI) and other customer-focused programs.
• Monitor and manage customer profitability and margins at both product and account level.
• Identify business risks within the customer base and implement preventative measures.
• Manage all account administration activities, including:
  • Order reconciliation
  • Rebate management and reconciliation
  • Credit notes and stock returns
  • Payment terms and account management
  • Minimum order quantities (MOQs)
  • International buying group rebate administration and communication with EMEA structures
  • Annual rebate structure development and approval processes
• Participate in pricing strategy and price-setting activities.
• Manage approved discount programs and pricing authorizations.
• Ensure acceptance and implementation of price increases with key customers.
• Coordinate marketing campaigns, promotions, incentive programs, training sessions, and seminars in collaboration with brand and marketing teams.
• Lead discussions related to new product introductions (NPI), product portfolio expansion, and market opportunities.
• Work closely with product teams on cost reviews, product performance, and portfolio development.
• Manage and develop assigned sales representatives and support wider sales team performance.
• Collaborate with customer service, supply chain, finance, technical, brand, and product management teams to improve service levels and business results.
• Ensure compliance with company policies, corporate governance requirements, environmental, health and safety standards, and applicable legal regulations.

Requirements

• Minimum Grade 12 (high school qualification).
• Bachelor's degree in Sales, Marketing, Business, or a related field preferred.
• Minimum 10 years' experience in a sales management role within the automotive industry.
• Experience in the automotive aftermarket, spare parts, or OES sector is highly desirable.
• Proven experience managing key accounts and developing long-term customer partnerships.
• Strong sales, business development, and negotiation skills.
• Ability to manage customer profitability, pricing, rebates, and commercial agreements.
• Strong analytical and strategic thinking abilities.
• Experience with sales forecasting, budgeting, and account planning.
• Excellent relationship-building and stakeholder management skills.
• Strong leadership skills with experience managing or coaching sales teams.
• Fluent English communication skills.
• Proficiency in Microsoft Office applications, particularly Excel and PowerPoint.
• Working knowledge of SAP, BW, or similar ERP/business intelligence systems.
• Ability to adapt quickly to changing business and market environments.
• Strong organizational skills and attention to detail.
• Customer-focused mindset with a track record of delivering business growth.
• Ability to work cross-functionally and effectively collaborate with internal and external stakeholders.
• Commitment to compliance, corporate governance, and workplace safety standards.

We offer:

• Sales Incentive Plan (SIP) bonus
• Car benefit

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