Qualities and skills needed
- Grow turnover, improve margin, increase loyalty and create value for all stakeholders in the ecosystem using the Manutan value proposition (saving side, digitalization, project, circular economy etc...)
- Build a strong long term partnership with customers
- Build Qualitative Account Plans, ensure contacts are identified and mapped,
- Define and implement a strategy with each account in your portfolio
- Develop each account, feeding the customer with relevant information on the Manutan value proposition.
- Detect and follow opportunities (projects, site extension, offer extension, …)
- Monitor Contract compliance and Account performance
- Anticipate, prepare (involving cross functional support), validate and negotiate contract renewal
- Tender strategy management
- Anticipate challenges and adapt
- Pre-qualify and follow-up large, identified projects
- Organise Business Reviews, value proposition meetings
Your key target contacts will be:
- CEO / MD / Owner
- Lead Buyers / National buyers: Site buyers
- External agencies working on behalf of customers
- Procurement Specialist
- End users / Personal assistant
- Project Managers
- National category manager
- CSR Manager
- Local site management team when visiting sites
- Facilities Managers
Do you have what we’re looking for:
- Sales techniques: negotiation, listening, questioning, challenging, customer needs understanding
- Value selling: ability to sell Manutan value proposition & Alliance model
- Product selling: ability to advise customer on Manutan global offer
- Strategic account management: ability to build a strategic account plan including customer P&L, and its action plan
- Planification & Execution: Ability to plan, organise, optimise and execute his/her action plan
- Customer partner 1st: proximity, partnership, personalised services, proactivity
Are you a Team Player?: Winning as a team, sharing, delegating, communicating
Do you have?
- Communication: clarity, Concision, persuasion, objection management, nonverbal communication, effective networking skills
- Operational excellence: process management, commercial discipline, data driven approach, attention to details
- Commercial Acumen: market, competition, customer overview
- Emotional intelligence: active listening, empathy, self-consciousness, reflexion, capacity to interact at all level, influencing skills, curiosity, stress resistant, leadership
