Key Accounts Manager

Job DescriptionWe are searching for a Regional Key Account Manager for the Lyon – Rhône-Alpes region. 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 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: Rhône-Alpes region – France.

What we ask: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

Main Accountabilities /Key Tasks:1. Sales strategya. 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 Salesa. 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 availabilitya. Build an optimal coverage in affiliates of wholesaler groups and independent wholesalers to enhance our physical availabilityb. Increase mental availability through strong digital & data partnership with customers4. Relevant portfolioa. Build an optimal portfolio architectureb. Identify and capture market developments, opportunities and ways to innovate5. Continuous Improvementa. Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, value based selling)6. Customer preferencea. 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 requirementsd. Deploy a Joint Business Planning approach with all our strategic customers to strengthen long-term partnerships, align mutual objectives, and maximize shared value creation7. Fact baseda. 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-budgetc. Drive implementation and improvement of digital tools to support commercial processes (Salesforce)8. Nourish the teama. Owner’s mindset & commercially obsessedb. Be innovative and decision oriented to participate to shape continuously a better Sales teamc. 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

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)

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, ACEExternal: Purchase, marketing and supply chains teams of regional wholesalers

Friesland

Campina: 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, Friesland

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