About this role
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