Job Responsibilities/Key accountabilities:
* Achieving annual sales targets and delivering long term margin improvement for a specific portfolio of Strategic Accounts
* Develop and maintain a sales pipeline in line with the business’ strategic growth plan targets.
* Improve margin and organic growth with existing business customers through a proactive sales/service relationship and a developed awareness of the customer’s needs.
* Generate growth with major clients. Target and develop new customer relationships to increase sales volume and maximise profitability in selected target market sectors
* Sell into complex organisations across multiple technical, supply chain and commercial departments
* Project manage the introduction of new customers into the business ensuring their effective handover to appropriate stakeholders when appropriate in terms of time and development plan
* Managing and negotiating all contracts for the portfolio of Strategic Accounts ensuring customers adhere to agreed contractual terms; report and resolve any areas of non-conformance
* Managing projects and developments within the business to support the development of the Strategic Account’s market position and ensure that enterprise and cross selling opportunities are identified of existing products to strategic account customers
* Effectively manage changes in your customer base E.g. New Products, Price Increases, Artwork Services, Daylight, VMI, Agile etc.
* Ensure accurate and regular reporting of Strategic account KPI performance and achievements including trends and close monitoring of new business and quotations submitted/won/lost
* Provide accurate short, medium and long-term forecasts as necessary, working with the business to develop accurate budget volumes and phasing & produce and analyse Strategic account KPI’s
* Develop and maintain a professional customer relationship that improves the flow of communication, understanding and increases loyalty to the business
* Liaise and partner with operational and technical teams to implement customer solutions, generate and commercialise new ideas in terms of products and processes to generate profitable income
* Actively provide accurate input to the CRM system (Salesforce.com) in line with prescribed ways of working for: customer contact, opportunity management, Strategic account inputs and customer related action plan
Knowledge, Skills, Experience
* Minimum 3-5 years of Strategic/Key account sales or business development experience in a multinational manufacturing company
* Proven track record of sales development and sales of NPI
* Proven track record of generating growth with major clients
* Proven ability to sell into complex organisations across multiple technical, supply chain and commercial departments
* Budget and cost management
* Excellent communication skills – written, verbal and presentation, negotiation and influencing skills appropriate to various levels of customer and internal organisation
* Customer needs analysis
* Proven ability to build and maintain effective customer relationships & lead cross functional teams to achieve agreed outcomes
* Project management and problem solving skills
* Product and service knowledge
* Commercial acumen & Technical aptitude
* Broad knowledge of manufacturing process
* Language skills – English. The addition of another European language would also be highly regarded.
* Willingness to travel & flexibility in working hours
* Ability to prioritize and work under pressure.
* Proficient in MS Packages including highly competent in Microsoft Excel
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