Purpose
To achieve the agreed monthly and annual total Sales Revenue targets for targeted Key Accounts in the EMEA region.
Responsibilities
- Win and grow large multi-site target key accounts (prospects and existing accounts)
- Coordinate with regional Ranak sales force for follow-up of regional sales activities at the key account. Liaise with Ranpak distributors, to ensure flawless service and customer satisfaction towards the key account.
- Work together closely with the colleagues (e.g. Marketing, Customer Service, technical department) to ensure the key account is served with a best-fit and winning proposition.
Main tasks
- Develop, own and execute the account plan for the target key account
- Planning and driving the actions needed, to win, grow and defend key accounts
- Developing multi-level contacts with diversified stakeholders within the key account
- Solution and value-based sales of Ranpak solutions
- Managing and influencing diversified DMU at the account (Decision Making Unit)
- Building and maintaining trusted advisor relationships with key accounts (customer as well as prospective accounts)
- Operate as the lead point of contact for matters specific to your customers
- Upfront influencing and responding to tenders and requests for quotations
Requirements
- Self-starter, high energy and structured way of working key accounts (prospects and customers)
- Bachelor level (or higher) in Commerce
- 5-7 years of Pan European Key Account Management with a strong focus on, and network in segments like 3 PL, E-Commerce and Manufacturing Industry
- Experience in packaging industry is a plus
- Proven ability to plan and execute solution- and value-based selling
- Proven track-record in multi-level selling, including successfully managing diversified Decision-Making Units.
- Demonstrated results in acquisition of new and growing of existing key accounts.
- Demonstrated ability to communicate, present and influence all senior levels of the account organization, including executive level
- Experience in delivering client-focused solutions based on customer needs
- Proven ability to manage multiple projects at a time
• Ability to work from a home and willingness to travel
• Ability to lead the team of colleagues that are jointly working to serve the key account (e.g. Customer
Service, regional sales reps, technical colleagues)
• Excellent listening, negotiation and presentation skills
• Demonstrate cultural knowledge and sensitivity
