European Strategic Accounts Leader H/F - Manutan Groupe

Contexte du recrutement

Mission :

Attached to Head of Export & European Accounts, you manage a portfolio of European customers through and liaising with the local country sales teams, while owning the main relationships with these accounts. Grow share of wallet by retaining and enhancing profitability of existing key group accounts, by developing the potential of new and prospect accounts and by continuously seeking commercial opportunities.

Key responsibilities :

• Retain existing business/customers
• Grow share of wallet
• Grow category penetration, sales, margins, profit and compliance
• Enhance customer margin
• Create, deliver and execute profitable account plans
• Challenge customer needs
• Challenge customer behavior
• Renew existing agreements
• Support the team in prospection activities & strategy
• Support the team in preparing European tenders
• Prepare and implement quarterly action plans for each account in his/her own portfolio
• Ensure effective communication both internally and externally, including with Virtual teams
• Lead the prospect process: decision maker appointment setting, initial meetings, presenting solutions & proposals, negotiation, closin

The position can be located in any Country where Manutan Group has a Subsidiary. Regular commuting to HQ in Gonesse (Paris, France) is requested.

Qualités et compétences requises

Experience :

• At least 5/7 years of significant commercial experience as Sales Rep/Key Account/Regional Sales Manager, with a successful and proven track record in multi-channel B2B
• Strong experience in Sales development
• Experience in Key Account management
• Business Administration degree preferred

Managerial and technical competencies :

• Sales results analysis. Follow up sales performance vs target through objective KPIs and sales metrics, consolidating them in smart reporting system. Put in place action plans whenever needed.
• Leadership. Leader with a contagious high energy level, capable of coaching, developing and motivate his team.
• New business opportunity evaluation. Understand which information (for instance: marketing, commercial, financial, logistics) is relevant for the analysis of a new business opportunity (such as a product, a category, a channel). Knows tools and technique to gather such information and embed it into a solid business case to be presented to top management.
• P&L awareness. Understands the P&L and financial management principles, and knows which actions should be put in place to influence revenues and costs
• Market understanding. Complete knowledge and unserstanding of the local sales environment and its B2B practices both in private and public sector.

Attitudes and skills :

• Excellent communication skills
• Active listener
• Hands-on management
• Customer centric attitude
• Humble and open-minded
• Team player with peers at Group level or in the other subsidiaries, with the willing to learn and share
• Organized and structured person
• Digital mind-set
• Fluent English is mandatory; knowledge of French will be a plus
• Stress management
• Negotiation skills