Purpose
To achieve the agreed monthly and annual total Sales Revenue targets for targeted Key Accounts in the EMEA region.
Responsibilities
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Win and grow large multi-site target key accounts (prospects and existing accounts)
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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.
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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
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Develop, own and execute the account plan for the target key account
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Planning and driving the actions needed, to win, grow and defend key accounts
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Developing multi-level contacts with diversified stakeholders within the key account
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Solution and value-based sales of Ranpak solutions
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Managing and influencing diversified DMU at the account (Decision Making Unit)
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Building and maintaining trusted advisor relationships with key accounts (customer as well as prospective accounts)
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Operate as the lead point of contact for matters specific to your customers
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Upfront influencing and responding to tenders and requests for quotations
Requirements
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Self-starter, high energy and structured way of working key accounts (prospects and customers)
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Bachelor level (or higher) in Commerce
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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
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Experience in packaging industry is a plus
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Proven ability to plan and execute solution- and value-based selling
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Proven track-record in multi-level selling, including successfully managing diversified Decision-Making Units.
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Demonstrated results in acquisition of new and growing of existing key accounts.
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Demonstrated ability to communicate, present and influence all senior levels of the account organization, including executive level
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Experience in delivering client-focused solutions based on customer needs
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Proven ability to manage multiple projects at a time
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Ability to work from a home and willingness to travel
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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)
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Excellent listening, negotiation and presentation skills
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Demonstrate cultural knowledge and sensitivity