About this role
Shape & Create - And make it happen!
Role Objective The Regional Key Account Manager is a high-impact role responsible for driving Villeroy & Boch’s commercial growth, brand dominance, and market share across the designated region. This hybrid position demands a unique balance of hunter and farmer mentalities:
The Project Hunter: Securing and defending early-stage product specifications for high-value residential, commercial, and hospitality projects by building strategic alliances with international hotel groups, top-tier developers, and leading architects and designers (A&D). The Account Farmer: Optimizing and growing our established wholesale, dealer, and retail network, ensuring prominent showroom display execution, and driving both sell-in and sell-out performance. This role requires high autonomy, technical curiosity, sharp commercial acumen, and the capability to confidently influence senior decision-makers and regional partners.
Position Summary
• Department: Sales & Business Development (Bathroom & Wellness) • Employment Type: Full-Time • Reporting To: Head of Sales • Travel Requirements: Highly mobile (up to 70% field-based/travel within territory to manage visit cycles and conduct client meetings)
Key Responsibilities 1. Strategic Project Specifications & A&D Engagement
• High-Value Specifying: Proactively identify and secure Villeroy & Boch product specifications at the early design and concept stages for major commercial, high-end residential, and hospitality projects. • A&D Relationship Management: Establish and cultivate long-term partnerships with leading architecture, interior design, and consulting firms, serving as their technical expert and trusted advisor. • Developer & Hospitality Alignment: Manage relationships with key decision-makers at corporate and regional levels of international hotel chains and major real estate developers to align project pipelines with our premium product offerings. • Specification Retention: Track projects diligently through all design phases, providing necessary technical documentation and physical mock-ups to defend our specifications against substitution.
2. Dealer & Retail Account Management
• Commercial Excellence: Take full ownership of assigned distributor, wholesale, and retail dealer accounts, ensuring day-to-day operational excellence and rapid issue resolution. • Sell-In & Sell-Out Performance: Collaborate with dealer partners to drive sales volumes. Support wholesalers and showroom staff in improving installer and end-consumer sales. • Commercial Negotiation: Lead negotiations regarding pricing, terms, rebates, annual targets, and cooperative marketing agreements in line with company margins and corporate guidelines. • Showroom & Brand Standards: Ensure Villeroy & Boch showroom displays are clean, fully functional, premium-positioned, and strictly aligned with global brand guidelines. • In-Store Enablement: Implement regional/national promotions and deliver highly engaging, technical, and commercial in-store training programs (e.g., Breakfast Sessions, Lunch & Learns) to boost dealer confidence and product knowledge.
3. Project Tracking & Cross-Functional Collaboration
• CRM and Pipeline Management: Maintain absolute data integrity within the CRM system (Salesforce). Track project lifecycles from initial design concept to final delivery and after-sales support. • Local Market Handover: Coordinate seamlessly with local dealer sales team when project specifications secured at a regional hub transition to local construction/bidding sites. • Tender & Bid Defense: Collaborate with regional bid, pricing, and sales teams during the tendering phase. Provide technical certifications, warranty justifications, and competitive positioning to defend Villeroy & Boch's inclusion. • Stakeholder Coordination: Liaise internally with Marketing (for A&D brand engagement programs), Product Management (for product customization and project-specific requirements), and Customer Care/After-Sales (for installation and commissioning support).
4. Strategic Planning & Data Analysis
• Sales Analysis: Analyze market trends, regional sales data, and customer purchasing behaviors to identify new business opportunities and underperforming accounts. • Account Development Planning: Formulate and execute tailored joint-business plans for key accounts, detailing sales targets, marketing initiatives, and showroom upgrade timelines. • Market Intelligence & Reporting: Gather continuous feedback on competitor activities, pricing trends, and product innovations. Provide leadership with accurate sales forecasting and strategic recommendations. • Industry Representation: Act as a key brand ambassador at major industry events, architectural forums, design panel discussions, and regional trade shows.
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