National Key Account Manager
PURATOS
Bucharest, RO
6 zile în urmă

Do you have the appetite to Grow Your Magic?

Consumers everywhere are increasingly conscious of the quality of the food they eat. Puratos develops, produces and distributes a unique range of ingredients for bakers, pastry-chefs and chocolatiers who demand the very highest quality.

Founded in Belgium in 1919, Puratos is growing rapidly with over 9000 employees in 74 countries, with a consolidated turnover of over €2 billion in 2019.

Our passion for innovation, pioneering spirit and core values continue to propel our global ambitions. This, coupled with our commitment to our communities is what makes working at Puratos so magical.

Position Overview

In order to further strengthen our team in Romania we are currently seeking an :

National Key Account Manager

Bucharest, Romania)

Reporting directly to the Regional Director for Central and Eastern Europe, the mission of a successful candidate for this key function will be responsible to lead, develop and implement the national commercial strategy in order to reach the country’s goals, including Sales Budget, Productivity, Profitability, Brand Recognition and Customers Satisfaction.

To do so, he / she must show leadership, manage, train, coach, motivate and build a team nationwide to achieve the goals.

The NKAM is the commercial leader within the management team and represents the voice of the customer. He / she will collaborate, influence and motivate his / her management team colleagues in order to achieve the commercial targets and build long term strategic plans together.

In certain large countries, there can be multiple National Sales Leaders for different channels.

Sales team

  • Workforce planning / attract & recruit
  • Workforce planning & attracting / recruiting of new sales employees.

    Ensure a successful onboarding of newcomers.

  • Develop & coach in order to motivate & retain our people
  • Train, coach and motivate the team. Support their continuous development and follow up on their results and evaluate continuously to make sure that they are on track to reach the KDIs (key development indicators).

    Manage / coach team to drive sales in the largest and most important regional accounts.

    Organize regular inspirational and motivational sales meetings in line with Puratos Magic and take initiative to minimize attrition.

  • Recruit, develop and manage the Sales Operations and the Sales Trainer roles.
  • Prioritization & target setting

  • Target setting in collaboration with other BD leaders (especially Marketing) : based on the budget, sales strategy, market opportunities and focus products, define the targets, including KDIs.
  • Account plans : ensure the building and implementation of account plans for large accounts, distributors and bakery chains, based on Puratos technical capabilities and customer opportunities (close collaboration with team).
  • Set up business development plan and follow up with other BD teams (promotions, SANCOC, )
  • Cascading of targets
  • Follow-up (sales meetings, one-to-one, )
  • Process & digitalization to increase success & productivity (supported by Sales Operations)

  • Sales Process training, execution & monitoring
  • Implement, promote and make sure CRM is used by the BD teams
  • Sales Dashboard using, training & follow up
  • Ensure that the methodology and tools developed for the channels are understood, incorporated in the daily sales routine of the team : Large Accounts & Distributor Scorecard, Forecasting & Demand Planning (CMO), Sales strategy for each customer category (e.
  • g. A,B,C), Distributors selling out data (acquirement and management), Sales kits,

  • Choose and drive the right projects for Puratos, find ideal producer and manage power balance between customer and PI production capacity as producer. (Triangular approach)
  • Be the business leader and key promotor of Puratos E-commerce solutions (webshop
  • bakersonline, market places, )

    Customer & competition environment

  • Top to top contact for top accounts
  • Manage your accounts by understanding the dynamics of the DMU’s and the link between the customer segmentation and the Line of Business (LOB).

  • Regular visits for all channels
  • Drive customer mapping (supported by Sales Operations)
  • Conduct or update a global mapping exercise for all channels to estimate potential and do a yearly update the segmentation per channel.

    Make a yearly global mapping of the Distributors & Key Customers. Use and update the customer opportunity matrix.

  • Understand your market and manage customer strategy and positioning.
  • Conduct shopper surveys

    Watch the trends and the competition

  • Analyze and follow-up key competitors within the channel and develop short term action plans when needed.
  • Develop clear Route to Market and Geographical Expansion strategies, including mega city approach, and define an annual business plan designed to accelerate the growth of company.
  • Ensure that the team executes the strategy on time as planned and with consistency.

    Smooth collaboration with all departments / stakeholders

  • Support achievement of objectives by having a clear and shared action plan with the Marketing, Technical Advisors, Operations, Finance & R&D.
  • Have a perfect alignment on product and customer prioritization between Marketing & Sales.
  • Develop and implement standardized and differentiating services for customers (Innovation Centers, Demonstrators, Taste Tomorrow) in alignment and collaboration with the Marketing Director and Technical Advisor Responsible.
  • Required Competencies

  • Minimum of 10 years of managerial experience on a similar role
  • Experience of working with retail
  • Vast experience in collaboration with other departments
  • Project Management experience
  • Experience working with multinational companies
  • Fluent level of English language
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