Global Key Account Manager Intercompany Sales
Global Key Account Manager Intercompany Sales
OBJECTIVES as Global Key Account Manager Intercompany Sales
- Build up a trustworthy relationship, credibility and become a business partner and ‘go to person’ for all internal senior stakeholders
- Represent our internal customers and their needs into the Minimax-Viking Product Group
- Minimax – Viking, to become a preferred supplier resulting in sales growth for all product lines
- Provide important local market information to the product management teams and define required fire protection solutions from our internal customers to the Product Portfolio Directors
- Contribute to competitive fire protection solutions that gives the contracting- and installation business a competitive advantage
- Define key-account and execute plans
- Focus on loyalty, commitment and a first-class customer service, representing Minimax and Viking. Make it easy to do business with Minimax - Viking
- Understand the needs from our buying customers (Minimax contracting business, Minimax Fire Solutions channel, as well other internal customers) and add value to their business
- Work with internal contributors - enablers such as manufacturing, replenishment, local technical support, purchase, customer service, marketing, etc.
- Understand end–user needs, influencers, specifiers and vertical markets
- Define marketing support
- Understand product knowledge requirements - training
- Monitor customer performance
- Define a commercial proposition including local pricing, project discounts and rebate schemes
- Develop our internal channel, globally with the aim to add value to requirements and needs
- Develop partnership by accomplishing marketing and sales initiatives by planning, developing, implementing, and evaluating promotion programs; developing field sales action plans with focus on end-users, insurers and specifiers
- Develop commercial propositions which may include rebate programs, vendor- and cross listings and stock keeping
- Prepare monthly and weekly sales forecast with the replenishment team
- Make periodic visits; exploring specific needs; anticipating new opportunities
- Support, participate and/or attend trade meetings, fairs, special customer events, congresses to ensure to influence the market trends and decisions
- Participate in tuning a fit for market product in cooperation with the product management teams
- Gain market product intelligence to add new products or improve existing products in all product categories
- Budget and implement multiple product group strategies in different market sectors
- Ensure that eventual product quality issues are resolved timely, commercially and technically
- Establish sales objectives by preparing annual turnover, margin and cost budget for the sales territory; projecting expected sales volume and profit for existing and new products
- Define the ‘tools in the toolbox’ required for business growth
- Monitor budget by controlling sales, margin and expenses, initiate appropriate measures in case of budget deviations
- Define and agree on local annual KPI targets with the EMEA Sales Director
- Prepare, analyze and report figures and sales strategies at weekly, monthly and yearly sales, technical and operational meetings
- Analyze KPI's and, whenever necessary, propose appropriate measures at the local or central level and deploy them to the team
Ideal profile:
- You have a minimum experience of 10 years in the fire protection business
- You are a business person with hands on experience in working with key stakeholders in a sales and distribution company (sales, marketing, technical support, product management, operations)
- You have significant experience in a service oriented function and a background in developing key-accounts
- You are able to provide excellent customer service and demonstrate values that set Minimax and Viking EMEA apart from its competitors
- You are system oriented – you have an understanding of the connection points in the order-to-cash process (quote, order entry, pricing, data management, on time)
- You have demonstrated ability to do business development and account management
- You have a Bachelor’s degree in a relevant field (e.g. Business Administration, Commercial Economy, etc)
- Due to your extended experience in the fire protection business, you have a 360 view and agility to contribute in all the subjects related to the role and able to develop a clear vision of the key success factors
- You can communicate, interact, influence and adapt to all levels in the organization through various channels and methods
- You have proven sales skills, natural leadership, and charisma
- You are professionally fluent in German and English as a must; another European language is welcome)
- You are able to build strong relationships and networks through trust and integrity
Our offer:
Contact information:
www.viking-emea.com | Viking GmbH | Industriestraße 10/12 | 23843 Bad Oldesloe
