As a Key Account Manager you will be responsible for developing, maintaining, and growing corporate account relationships and profitable sales with large, multi-site strategic accounts. Some of these accounts will be within your specific geographic area (Wallonie), while some you will develop and lead sales on a global scale. We count on you to increase SOW and account efficiency, as well as to hunt for new business. You will partner with other Fabory resources to embed our values, and offer relevant solutions that build mutual benefit for our customer and us.
In more detail, you will:
Develop sales with large accounts, within your specific geographic area while some accounts will be on a global scale.
Create a strategic sales plan that meets or exceeds turnover and gross profit targets, and execute accordingly.
Create strategic account plans for your customer portfolio that are in line with Fabory sales strategy and that outline account objectives, strategies, resources and tactics to be deployed.
Know your customers. You will understand and analyse their current and future needs and processes (e.g. procurement or production process), and provide possible solutions.
Build strong relationships with all DMU’s (including C-level), and easily shift between hierarchical levels.
Own contract management. You have a full view of each customer and the contract stage they are. You will evaluate, negotiate, and direct the development, winning, maintenance, extensions, renewals, and discontinuation of account agreements.
Proactively lead the Share of Sites approach for own developed Large Accounts as Lead KAM.
Negotiate, develop, and maintain Global price agreements for the Lead KAM Large Accounts.
Lead “Tailored Account Teams”, as cross-functional, and international teams of external and internal partners (including but not limited to representatives of the customer, internally Customer Service, Quality, PLE) to deliver Fabory’s value proposition, fulfil customer needs and fulfil contract agreements.
Monitor and analyse KPIs and sales indicators by using CRM, PowerBI and other reporting tools to understand the current situation. You will then proactively report out on results and use insight to implement corrective actions and performance improvements.
Act as an internal expert on market and customer developments
As a successful KAM, you:
Have a minimum of 5 years of B2B concept selling experience – out of which 3 years of managing complex large accounts.
Preferably have a Bachelor or Masters’ degree, or level achieved through experience.
Have a technical affinity and an well experienced in project management (international commercial projects
Don’t shy away from numbers and analyses – instead you translate the figures into actions.
Are a strong and confident communicator in French. In addition you are fluent in either Dutch or English
Have an entrepreneurial mindset - you see opportunities for new business or business expansion and can back this up with facts and figures.
Are a natural networker - you will grow your network of potential customers with ease and ambition, and you have the ability to convert this into sales. You understand personal branding and use it effectively.
Are an early adopter in digital sales developments and opportunities.
Have a natural curiosity to keep up to date with market developments as well as the different international markets of your customers.
Are willing to travel and have a valid driver’s license.
You will work in our Key Account Management (KAM) Team where you’ll be responsible for selected major Fabory accounts. When you start in our KAM team you will start with an onboarding period. In addition to entrepreneurial thinking, teamwork, want to win and creating the best value for both customer as well as Fabory, we consider your personal development as important. We reward performance and ambition with the right development and growth opportunities.
In addition to an attractive base salary, you can expect (based on 40h work week):
Attractive Sales Incentive Plan;
20 holiday days and 12 ADV days;
Lease car and a fuel card;
Lap top and a mobile phone;
As a new employee you will be affiliated with the group insurance which is accommodated at Vivium and the hospitalization insurance which is accommodated at DKV (both without personal contribution);
Flexible working times and location-independent working.