Key Account Manager
United States, Norcross
Manage defined key customer account(s) to deliver budgeted sales and margins for complete Sidel portfolio, with a focus on equipment sales. Deliver increased market share of the total relevant key account investments. Develop and implement a focused and coherent sales and service strategy for the short, medium and long term, efficiently utilizing all functions as needed. Understand key account requirements on a central basis (if applicable) and local basis to provide customers with win-win solutions which meet their needs and are in the best interests of Sidel, thus enabling Sidel to achieve its Balanced Score Card and regional objectives.
Key Responsibilities
- Accountable for meeting budgeted equipment sales and margins for
the defined KA(s); partial resp. for service sales
- Establish strong relationships with assigned KA(s) by building a
network of contacts within their organization
- Identify market potential for assigned KA(s) and develop
strategic and tactical sales plans accordingly
- Develop customer needs analysis
- Negotiate and
issue price lists
- Present
quotes in line with commercial policy
- Maintain and
clean up-to-date sales pipeline in the SDWH
- Manage Master
agreement contract process from beginning to end
- Oversee the
execution of the project and maintain customer contact
- Ensure proper
and timely resolution of major claims or legal issues at the defined KA(s),
in Sidel's best interests
- Initiate
KA(s) product development strategies (short and long term) through the
Product Development Plan
- Communicate
innovation and strategic activity through Value Creation Days, seminars or
tradeshows.
Education: Bachelor Degree or equivalent
Language: English / Foreign language is a plus (French / Italian / Spanish)
Professional qualification & experience:
- Min 5 years experience in bottling machinery sales and AM,
particularly in the packaging and/or rigid plastic industry
- Established customer
base and network within the rigid container market
- Significant
rigid container equipment, market and industry knowledge
- Market
evaluation and analysis skills, planning skills; ability to develop and
present a value proposition
- Good
communication and presentation skills
- Sales
management experience; excellent negociation skills
- Ability to
travel (>50%)
Key leadership behavior:
- Drive for Results
- Problem
Solving
- Action
Orientated
- Managing and
measuring Work
- Peer
Relationships
- Excellent
communication, presentation and negotiation skills
- Customer
oriented