Key Accounts Manager

What we ask

Critical Competencies:

1. Academic/Master (WO) level with more than 3 years' KAM experience
2. In-depth knowledge of B2B and Foodservice market;
3. In-depth knowledge of Sales
4. Awareness of food industry (nice to have)
5. Business Development knowledge
6. Marketing knowledge
7. Procurement knowledge
8. Languages: native French and business English

Skills:

1. Result oriented, creative with excellent problem solving, analytical and
2. Influencing skills
3. Entrepreneurial and commercial skills, winning mentality, agility,
4. Resourcefulness
5. Pro-active, willing to take ownership, driving
6. Excellent inter-personal communication skills incl. questioning and listening
7. Ability to think analytically and conceptually, i.e. seeing the bigger picture in a complex environment, yet execute pragmatically
8. Account management, Execution and Closing
9. Negotiation and Value-Based Selling skills
10. Able to work in matrix and network organization with multi-disciplinary approach.
11. Able to take decisions with pace and decisiveness and able to give others the confidence to do the same
12. Project management skills
13. Measuring performance with appropriate measures: understanding why a project succeeded or failed; and using this understanding to improve future outcomes
14. Digitally savvy
15. Main KPI’s : Volume, Level of average net price, DSO and overdues
16. Sales forecast accuracy

Attitudes:

1. Leveraging relationships
2. Show business and commercial sense
3. Behaving commercially obsessed
4. Generating impact
5. Acting with ethics and values
6. Driving customer business
7. 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)

Vacancy description

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. Relevant portfolio

a. Build an optimal portfolio architecture

b. Identify and capture market developments, opportunities and ways to innovate

5. Continuous Improvement

a. Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, value based selling)

6. 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 sales teams)

c. Ensure contracting fulfils legal requirements

d. Deploy a Joint Business Planning approach with all our strategic customers to strengthen long-term partnerships, align mutual objectives, and maximize shared value creation

7. Fact based

a. 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-budget

c. Drive implementation and improvement of digital tools to support commercial processes (Salesforce)

8. Nourish the team

a. Owner’s mindset & commercially obsessed

b. Be innovative and decision oriented to participate to shape continuously a better Sales team

c. 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