This is a great opportunity for an ambitious Account-, sales manager to take the next step in their career! In this position you will be responsible for developing and guiding the implementation of the customer specific (joint) business plan for the (Global) Key accounts (strategic chains) in the Benelux area;
achieving customer revenue targets; serving as the strategic customer contact; providing customer leadership. You will report to the Head of Sales Benelux and will play an active role as business partner driven on your leadership capabilities and intensified internal communication and will work closely with the other 3 KAM’s.
Ability to build, lead and coordinate cross functional resource to provide value-adding winning solutions for both customer and the company.
Develop customer joint annual business plans that deliver both revenue growth and the business’ commercial strategy through understanding customer needs and KPIs and the impact on their financial models, ROI and profitability / revenue targets.
Deliver overall category growth for the customer through management of the key category drivers.
Gain acceptance of these plans by the customer’s decision-makers and internal stakeholders.
Prepare portfolio-specific programmes which are fully evaluated and agreed to deliver maximum revenue.
Execute and follow up agreed Customer Business Plans through regional Point of Sales visits.
Post evaluate results and effectiveness and act on any key learnings share learnings with team.
Monitor and control account development spend within agreed budget.
Manage a timely and accurate forecast and business planning tool utilizing S&OP practices.
Utilise insight through data and fact-based rationale to support forecasts and plans for additional activity.
To develop and maintain good, professional and efficient working relationships with the customer.
Develop an extensive contact strategy that includes buyer, controller, merchandising, marketing, store operations and supply chain.
Work closely together with the Regional Sales Manager(s) who are leading the Business development managers on Benelux level to develop category leadership in store with the strategic chains and independents.
Build, lead and coordinate cross functional internal resources and processes to deliver first-class value-added solutions for both the customers and the Company.
Partnering with the EMEA and local Support Functions who are part of as well as business partners to the local management team e.
g. KAM, Sales Ops, (Customer) Marketing, Customer Service, Finance.
Knowledge, Skills and Abilities :
The ability to operate in a category-focused way with the customer.
The ability to lead and conclude true Win-Win’ multi variable negotiations.
Effective business planning, communication and negotiation skills.
Ability to think creatively and deal effectively with the unpredictable and uncertain and seek competitive advantage from it.
A welcoming and positive approach to change.
Ability to lead and coordinate cross functional (customer business team approach) resource to deliver first class customer solutions.
Be a 100% self-starter with a high energy level.
Have a clear understanding of ROI, forecasting tools and financial evaluation tools.
The ability to interpret and use financial and market data to influence and lead.
The ability to continually assess the situation and adapt behaviour accordingly.
Demonstrate a clear understanding of corporate vision and strategy.
Recognize and understand individual’s interests and influence within internal and external hierarchies.
Dutch mother tongue equivalent, fluent English written and spoken, French spoken is advantageous.
Work Environment :
40%-50% Office / Home based, 40-50% customer visits, 10% overseas travel.
Min. 5 years of professional experience in a professional business to business environment, preferably in FMCG or in Medical devices, Pharma (OTC), vision care (frames, glasses, contact lenses), consumer health industry.
Work experience in a commercial function, preferably b2b sales or customer relationship.
Experience in strategic penetration of major customers.
Experience collaborating with other commercial functions (Field sales, Customer (trade) Marketing, Finance)
Understanding of the Benelux (Optical) retail market is an advantage
Be educated to degree level or equivalent (e.g. Economics); Optician / Optometrist Degree is an advantage.
LI-CS1 OR #LI-LD1
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