Displaying items by tag: Account Manager

Company:

Our client is a privately-owned group of companies engaged in both distribution and manufacture of chemical materials with an international sales network covering Europe, North America and Asia Pacific. The company has achieved a substantial revenue increase as a result of organic growth and acquisitions, reaching global sales of circa €721 Million in 2020 with around 975 employees.

The Role:
• Part of the external Sales Team.
• Responsible for defined group of customers, including further business development.
• Solution orientated Sales (value added sales / Consultant) with regards to product application and technical solutions of customer requirements.

Key Responsibilities:

Customer Management:
• Sales of company’s product portfolio with applications within the Food & Feed industry.
• Profitable growth of customers responsible for.
• Decision on price based on Cost-price from Product Manager.
• Customer visits.
• Direct Sales.
• Customer Portfolio Management (Costs / Benefit, Potential Analysis).
• Reporting.

Business Development:
• Gaining new customers by region.
• Gaining new customers by application.

Key Tasks:
• Active Sales of product portfolio to customers responsible for.
• Set up contacts, prospective and existing customers in CRM system.
• Creation and follow-up of quotations (including calculation, relevant datasheets).
• Communication with customers regarding price and product changes, inquiries.
• Annual planning and strategy for own area responsible for in collaboration with Managing Director.
• Maintenance and extension of existing customer relationships (visits, calls, mails etc.).
• Consistent approach to new contacts in the marketplace and acquisition of those.
• Update Customer Demand planning in collaboration with SCS.
• Independent travel arrangements to customers.
• Consistent maintenance of CRM system: Contacts, Visit reports, Classification (A,B,C), etc.
• Regular evaluation and assessment of customers in CRM and BI.
• Price decision and if applicable post calculation.
• Close collaboration with Customer Service.
• Close collaboration with Product Manager with regards to Pricing, Quantity and Quality.
• Follow-up on Samples and Quotations.
• Customer contact in case of late payments and payment reminders.
• Regular observation and valuation of the marketplace and competitors.
• Continuous extension of specific Industry knowledge (Literature, Exhibitions, Associations, Networks).
• Continuous adoption of product and application knowledge with support of Product Management.
• Support Product Manager actively for supplier reporting and frame contract negotiations.
• Price Management (calculation and change of pricing, sales conditions etc.).
• Permanent reflection and enhancement of procedures, tools and personal abilities.

KPI’s / Objectives:
• Operational Result within the country.
• Profit / Margin Contribution from assigned Customers.
• Customer satisfaction.
• Quality of customers (Profitability, Growth etc.).

Requirements:
• Commercial or technical / chemical education.
• Food & Feed Markets and Product Knowledge.
• Sales experience in the field.
• Development of relationships (soft skills).
• Sales skills.
• Entrepreneurial Spirit and Behaviour.
• Negotiations and Communication skills.
• Self-confident manner.
• Persistence / Stamina.
• Knowledge of competitors (national, international).
• Team-player.

OBJECTIVES:

• As a sales representative the incumbent takes care of the assigned customers according to his/her regional responsibilities. Thereby, he/she co-operates with the relevant colleagues in the Customer Service Centre.
• The overall objective is to improve income and sales for all Masterbatch products of the company in accordance with individually agreed targets.
• It’s required that the achievement of the objectives and the operative work follow to the full extend the company’s strategic direction and that the sales activities of the incumbent reveal this direction.
• The incumbent comprehends the principals of the Quality Policies and fulfils them in his/her area of scope in compliance with the relevant documents such as the Quality Management Manual.

AREAS OF ASSIGNMENT:

Main tasks:

• Budget responsibility for the sales region.
• Strategic planning of sales, volume and gross margin.
• Realisation of corporate strategy in terms of sales and operative work including the resulting tasks.
• Strategic pursuance and evident realisation of agreed objectives.
• Proactive development of sales solutions and purposeful realisation.
• Extension of the customer value through sales of standard and/or high margin products.
• Operative planning (e.g. customer visits and appointments).
• Operative Reporting (e.g. Reports on visits, orders etc.).
• Support of existing customers at their sites.
• Acquisition of new customers.
• Live and support of the QM System / ISO 9001 etc.
• Proactive and strategic use of technical resources (TS-MB).
• Travelling activity 60%-80%.

Individual tasks:

• Management of customer orders for the sales region.
• Overview and successful completion of product samples.
• Overview and successful completion of customer orders.
• Support of the Finance Business Unit.
• Monitoring of open invoices and outstanding accounts.
• Identification of individual customers’ requirements (e.g. customer visits).