Key Account Manager

Job summary - purpose of the role

As a part of the Sales team you will contribute to developing and expanding Univar business within an agreed customer base/territory in order to execute the strategic objectives of the Sales department and the annual budget. You build and maintain customer relations with strategic accounts and spend as much time as is reasonably possible interacting face to face with Customers looking for new business opportunities and at the same time growing and strengthening the current relationships. Customer needs drive your activities and you balance them with the interests of the company. Within the team you will be reporting into the Sales Manager or Area Business Manager.

• Ensure efficient execution of the sales targets.
• Build and maintain strong relationships with Strategic Accounts and other Customers in agreed territory. Strategic Accounts typically involve an international partner or major accounts on EMEA level.
• Ensure strong relationships with Strategic Accounts by conducting regular status and strategy meetings with the customer ́s senior management to understand their needs and link them to the organization ́s product/service strategies.
• Support, enhance and execute the annual business plan: plan visits, services and calls & execute the plan and close the sales opportunities, creation and conversion of a credible pipeline through identification of opportunities.
• Sales projects and mutual selling activities: initiate, set up and execute projects, attend conferences and marketing events.
• Meet targets on cold calls to expand Univar business and maintain the existing relationships in visiting the potential and existing clients, negotiating the sales terms, offering after-sales support, logistics and technical services, help in investigating and resolving customer complaints, training the clients and advising them in solving problems.
• Use reporting tools as required, update customer situation and orders, respond to and follow up on sample requests, make client quotations, analyze the costs and sales.
• Communicate and liaise with other members of the sales team, product management, technical and other departments locally and in the wider business
• To comply with all company processes, policies and guidelines
• The duties described in this job description cover the main duties of the role but they are not exhaustive and will vary by country. You may be required to undertake additional or other duties as necessary to meet the needs of the business.

Qualifications & skills

• You are proactive, driven by sales and goal oriented. You have the ability to see the customer ́s needs and expectations and have a structured way of working.
• You are self-driven and are able to easily adapt and prioritize under changing circumstances
• Higher education (chemical-related) is a preference
• Extensive working experience in B2B, previous experience in chemical or technical sales is an advantage
• Excellent skills in local language and fluent skills in English
• You have excellent communication and negotiation skills, can operate at different levels within the organization and have understanding of working in an international environment.

Key competencies and behaviors

• Result oriented
• Identifies goals, carries out activities and works focused to achieve the desired results.
• Sets challenging targets for her/his own work. Maintains focus on the target even when difficulties arise on the way.
• Structured Plans, organizes and prioritizes her/his work effectively.
• Builds structures that others can work from.
• Sets up reasonable deadlines and keeps them.
• Teamwork oriented
• Works well with other people, acts sensitively and attentively to the views of others, skills and accomplishments of others.
• Identifies and develops relationships in the group.