Specialist KAM Metals & Packaging ZA at Henkel

YOUR ROLE

• Defines and executes global / regional / local account strategy, including annual revenue plan (KP) and target plan (TP)
• Identifies business opportunities, steers business development budgets for agreed accounts and defined objectives (A, B)
• Translates customer’s strategy and priorities into a joint innovation roadmap
• Drives and rolls-out customer approvals and pushes upstream solution selling (A, L)
• Develops and maintains sustainable and long-term relationships with key accounts, key executives and sponsors
• Implements new customer acquisition plans for chain and prestige accounts (B)
• Defines account-specific pricing, negotiates contracts, ensures fulfillment of commitments and implementation of commercial policy (A, B)
• Optimizes sales processes in country and leads junior KAMs
• Develops and maintains strong executive and cross-functional relationships at HQ and key locations
• Steers and supports internal resources to execute account strategy
• Delivers account targets KP/TP OSG and PC
• Analyzes financial KPIs and proactively steers key account business
• Is responsible for timely and accurate admin tasks supporting account strategy incl. sales forecast updates, monthly reports, etc.

YOUR SKILLS

• account management
• crisis handling
• customer research
• identifying key player roles
• networking/social selling
• objection handling proposal generation/deal structuring
• questioning
• sales call planning/facilitation
• sales digital fluency
• sales forecasting
• situational fluency
• value selling