Reports to: The Key Account Manager reports to the Director of Sales EMEA
Purpose of the job
To achieve the agreed monthly and annual total Sales Revenue targets for targeted Key Accounts in the DACH region
Responsibilities
- Win and grow large multi-site target key accounts (prospects and existing accounts)
- Coordinate with regional Ranak sales force for follow-up of regional sales activities at the key account. Liaise with Ranpak distributors, to ensure flawless service and customer satisfaction towards the key account.
- Work together closely with the colleagues (e.g. Marketing, Customer Service, technical department) to
ensure the key account is served with a best-fit and winning proposition.
Main tasks
- Develop, own and execute the account plan for the target key account
- Planning and driving the actions needed, to win, grow and defend key accounts
- Developing multi-level contacts with diversified stakeholders within the key account
- Solution and value-based sales of Ranpak solutions
- Building and maintaining trusted advisor relationships with key accounts (customer as well as prospective
accounts) - Operate as the lead point of contact for matters specific to your customers
- Upfront influencing and responding to tenders and requests for quotations
Requirements
- Self-starter, high energy and structured way of working key accounts (prospects and customers)
- Bachelor level (or higher) in Commerce
- 5-7 years of Pan European Key Account Management with a strong focus on, and network in segments like 3 PL, E-Commerce and Manufacturing Industry
- Experience in packaging industry is a plus
- Proven ability to plan and execute solution- and value-based selling
- Proven track-record in multi-level selling, including successfully managing diversified Decision-Making Units.
- Demonstrated results in acquisition of new and growing of existing key accounts.
- Demonstrated ability to communicate, present and influence all senior levels of the account organization, including executive level
- Experience in delivering client-focused solutions based on customer needs
- Proven ability to manage multiple projects at a time
- Ability to work from a home and willingness to travel
- Ability to lead the team of colleagues that are jointly working to serve the key account (e.g. Customer Service, regional sales reps, technical colleagues)
- Excellent listening, negotiation and presentation skills
- Demonstrate cultural knowledge and sensitivity
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