Key Accounts Manager
We are searching for a Regional Key Account Manager for the South-West region of France. Responsible for the sales in H&B affiliates and independents distributors and for implementing the sales strategy within Horeca and Bakery France. Driving an entrepreneurial mindset, continuous improvement, a factbased (a.o. digital) way of working, proper relationship management. Be a positive stakeholder of the engagement of the Sales team. Responsible for the agreed volumes in his/her regional scope. Contributing as member of the H&B France commercial team to the total performance of H&B France division. Business location: South-West of France
Ce que nous demandons
Critical Competencies:
- Academic/Master (WO) level with more than 3 years' experience
- In-depth knowledge of B2B and Foodservice market;
- In-depth knowledge of Sales
- Awareness of food industry (nice to have)
- Business Development knowledge
- Marketing knowledge
- Procurement knowledge
- Languages: native French and business English
Skills:
- Result oriented, creative with excellent problem solving, analytical and
- Influencing skills
- Entrepreneurial and commercial skills, winning mentality, agility,
- Resourcefulness
- Pro-active, willing to take ownership, driving
- Excellent inter-personal communication skills incl. questioning and listening
- Ability to think analytically and conceptually, i.e. seeing the bigger picture in a complex environment, yet execute pragmatically
- Account management, Execution and Closing
- Negotiation and Value-Based Selling skills
- Able to work in matrix and network organization with multi-disciplinary approach.
- Able to take decisions with pace and decisiveness and able to give others the confidence to do the same
- Project management skills
- Measuring performance with appropriate measures: understanding why a project succeeded or failed; and using this understanding to improve future outcomes
- Digitally savvy
- Main KPI’s : Volume, Level of average net price, DSO and overdues
- Sales forecast accuracy
Attitudes:
- Leveraging relationships
- Show business and commercial sense
- Behaving commercially obsessed
- Generating impact
- Acting with ethics and values
- Driving customer business
- Team player
Ce que nous offrons
- Full-time permanent contract - position to be filled immediately
- Remuneration depending on profile + 10% bonus on objectives
- Company car (used professionally and personally)
Description du poste vacant
Main Accountabilities /Key Tasks:
1. Sales strategy
a. Co‑build the France commercial plan with national accounts by bringing a regional perspective to maximize growth.
b. Co‑develop the Market Segment strategy and design and implement the Sales strategy for regional wholesalers.
2. France Growth: Strategic Deployment of Indirect Sales
a. Be proactive in deploying the indirect sales strategy by developing as many operators as possible through our distributors, in order to accelerate growth and achieve France objectives.
b. Work closely with the operators team through joint events with distributors (trade shows, speed‑dating sessions, co‑negotiations, joint field visits, etc.).
3. Mental and physical availability
a. Build an optimal coverage in affiliates of wholesaler groups and independent
wholesalers to enhance our physical availability
b. Increase mental availability through strong digital & data partnership with customers
4. Relevant portfolio
a. Build an optimal portfolio architecture
b. Identify and capture market developments, opportunities and ways to innovate
5. Continuous Improvement
a. Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, value based selling)
6. Customer preference
a. Build a clear, strong and long term customer preference with our strategic customers (a.o. visits, questions, complaint handling, OTIF-deliveries)
b. Align with relevant stakeholders within broader FC-organization (other disciplines, adjacent sales teams)
c. Ensure contracting fulfils legal requirements
d. Deploy a Joint Business Planning approach with all our strategic customers to strengthen long-term partnerships, align mutual objectives, and maximize shared value creation
7. Fact based
a. Steer on financial parameters (i.e. volume) and on leading KPIs (average net price; level of discount; level of A&P)
b. Manage the SG&A-budget
c. Drive implementation and improvement of digital tools to support commercial processes (Salesforce)
8. Nourish the team
a. Owner’s mindset & commercially obsessed
b. Be innovative and decision oriented to participate to shape continuously a better Sales team
c. Bring relevant input to line manager & KAM Horeca or Bakery wholesalers groups to support them to provide the best win-win offer to wholesalers groups
Détails de l'équipe
Voir tous les collègues sur LinkedInTeam details:
- Belongs to the Sales Department
- Reporting to the Sales Manager Regional Account
Thoughtful collaboration with:
- Internal: Global Professional sales community, Supply Chain, Commercialization, Marketing, Development, Demand Planning, Pricing Management, QA, ACE
- External: Purchase, marketing and supply chains teams of regional wholesalers
FrieslandCampina: For thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are. We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.