Key Account Manager - Level 2

JOB PURPOSE

On the basis of the activities assigned by his/her superiors, the Key Account Manager is responsible for the commercial development (business volume, margins, customer satisfaction, etc.) and sales of the key accounts in his/her portfolio.
He/she leads, monitors and develops the portfolio in his/her sector, based on the sales policydefined by management.

Job Description

SIGNIFICANT ACTIVITIES

- Define the key account sales strategy for his business and/or geographical area, based on the sales policy defined by management and in collaboration with his superiors
- Define and implement commercial conditions (framework agreements, etc.) with external stakeholders (customers, suppliers, etc.) within its scope, and ensure deployment and application with internal stakeholders (sales teams, departments, etc.)
- Develop customer loyalty and sales in the area (coverage, customer visits, prospecting, promotion of offers, portfolio management, etc.)
- Identify the needs of key accounts in your sector (sales or after-sales) and propose an appropriate solution
- Build and negotiate commercial and technical offers, in collaboration with internal stakeholders (quotations, costings, bids, etc.)
- Respond to calls for tender in collaboration with internal stakeholders
- Analyze the market and monitor the competition to identify new opportunities. opportunities (markets, customers, technologies, etc.)
- Update customer data in business tools (contacts, e-mail addresses, customer fleets, etc.) and competitor data
- Enter opportunities and actions (sales proposals, visit reports, etc.) into business tools
- Contribute to the resolution of customer disputes and the collection of accounts receivable, in collaboration with internal stakeholders
- Monitor business performance indicators (market share, sales volume, margins, etc.) and take corrective action where necessary
- Ensure compliance with commitments made to customers (configuration, delivery, invoicing, technical visits, efficiency, etc.)
- Participate in the preparation of financing applications in collaboration with financial institutions and internal stakeholders, where appropriate
- Leading and coordinating, if necessary, the sales teams involved in the scope of the project

Management

- Ensure that resources (means, human resources, etc.) are correctly sized on the basis of activity, in collaboration with line management
- Support and monitor the team(s) assigned to him/her (integration, skills development, etc.)
- Participate in the application of HR policy (performance, compensation, etc.) in collaboration with Human Resources teams
- Manage, monitor and control the working hours and absences of the team(s) assigned to it (hours worked, vacations, calendar, etc.), using business tools where necessary

RESPONSIBILITIES AND SCOPE FOR ACTION

- Ensure sales development in your sector
- Guarantees the follow-up and achievement of sales objectives for his/her sector
- Guarantees the quality of data entered into business tools
- Ensure good customer relations and satisfaction
- Guaranteeing the performance of your teams and your perimeter
- Know, apply and enforce internal and external compliance procedures and rules

PROFESSIONAL KNOWLEDGE

DIPLOMA(S) AND/OR EXPERIENCE(S)

3 to 5 years' higher education in a commercial field and/or 5 years' significant experience preferred.

SPECIFIC KNOWLEDGE(S)

Technical skill(s)

- General commercial knowledge (sales, negotiation, customer relations, etc.)
- General product knowledge (ranges, features, etc.)
- General knowledge of IT tools and information systems
- General management knowledge
- Advanced intermediate level in English (B2)

Behavioral skill(s)

- Interpersonal skills
- Active listening
- Rigor
- Ability to analyze
- Ability to synthesize
- Ability to innovate
- Responsiveness
- Autonomy