Key Accounts Manager

Overview

We are searching for a Regional Key Account Manager for the Paris – Ile-de-France region . Responsible for the sales in HoReCa & Bakery affiliates and independent distributors and for implementing the sales strategy within Horeca and Bakery France. Driving an entrepreneurial mindset, continuous improvement, a fact-based (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: Paris area – France.

What we ask

• Academic/Master (WO) level with more than 3 years' KAM 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
• Pro-active, willing to take ownership, driving
• Excellent inter-personal communication skills including 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
• 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
• Leveraging relationships
• Show business and commercial sense
• Behaving commercially obsessed
• Generating impact
• Acting with ethics and values
• Driving customer business
• Team player

What we offer

• Full-time permanent contract - position to be filled immediately
• Remuneration depending on profile + 10% bonus on objectives
• Company car (used professionally and personally)

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. Portfolio optimization and process improvement
   • a. Build an optimal portfolio architecture
   • b. Identify and capture market developments, opportunities and ways to innovate
   • c. Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, value based selling)
5. 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)

• Belongs to the Sales Department
• Reporting to the Sales Manager Regional Account

Thoughtful collaboration with:

• External: Purchase, marketing and supply chains teams of regional wholesalers