Key Account Manager

Resumen de perfil de puesto
Resumen de perfil de puesto
The Key Account Manager work with our biggest (potential) customers in order to build long-term strategic partnerships.

The Key Account Manager in an individual contributor who reports to the Sales Manager in an OpCo. The Key Account Manager is responsible for attracting and maintaining strategic customers (typically segment 1, being Mega's and integrators) for the long term. In order to achieve this the Key Account Manager works with a variety of internal department such as product development, technical sales advisors, marketing, customer services, pricing and others. The Key Account Manager is the commercial driver (opening doors, closing deals etc) and relationship keeper, typically managing a small number of big key accounts.
Descripción de puesto
Descripción de puesto
Key Accountabilities

Strategy Execution
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.

Customer acquisition
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.

Customer Management
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

Value Selling
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)

Internal networking
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.

Issue resolution
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.

Administration
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.

Management information
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.

Projects
May participate in various sales and customer service-related projects in his / her area and contributes to project results.

ID
ID
SLCB804
Clasificaciones de puesto
Clasificaciones de puesto
Corporate sales managers (Job Classifications - Canada-Canadá)
Familia de puestos
Familia de puestos
Key Account Sales
Grado de compensación
Grado de compensación
N12

Job Description:

Key Accountabilities

• Strategy Execution

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.
 

• Customer acquisition

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.
 

• Customer Management

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

• Value Selling

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)

• Internal networking

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.

• Issue resolution

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.

• Administration    

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.

• Management information

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.

• Projects

May participate in various sales and customer service-related projects in his / her area and contributes to project results.

Our organisation:

Trouw Nutrition is the global leader in innovative feed specialties, premixes and nutritional services for the animal nutrition industry. Trouw Nutrition provides species-specific nutritional solutions consisting of feed concepts, products and nutritional know-how. The unique combination of products, models and services Trouw Nutrition offers, boosts productivity and supports animal health through all life stages, contributing to our customers' peace of mind. Trouw Nutrition's nutrition solutions have met the need of farmers and home-mixers, feed producers, integrators and distributors. Trouw Nutrition has locations in 25 countries and around 5000 employees.  Our mission is Feeding the Future.

Equal Opportunity Employer: 

Trouw Nutrition is an equal opportunity employer; applicants are considered for all roles without regard to race, color, religious creed, sex, national origin, citizenship status, age, physical or mental disability, sexual orientation, marital, parental, military status or any other status protected by applicable local law. Please advise us at any point during the recruitment and selection process if you require accommodation. Trouw Nutrition is committed to compliance with all applicable legislation, including providing accommodation for applicants with disabilities.

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