The mission of the Global Key Account Manager is to proactively drive global business accountability and sales growth through a balanced approach of strategic oversight and tactical execution while serving as the established customer expert, strategist, and value driver for the account. This role entails spearheading initiatives to enhance the relationship, identify revenue-generating opportunities, and execute strategic plans that maximize sales potential. By leveraging comprehensive market insights and fostering a collaborative partnership, the Key Account Manager ensures sustainable growth, profitability, and market dominance for Somfy's technical product offerings.
Activities
Global business accountability:
- Accountable for the cross country performance;
- Accountable for top line growth, contribution Margin and cost to serve;
- Collaborate diligently with the finance department to monitor account receivables and safeguard the financial stability of the account.
Customer expert:
- Demonstrates comprehensive knowledge of Key Accounts' business, including product portfolio, strategic objectives, organizational structure, and competitive landscape;
- Develops a comprehensive customer expertise: needs, business model, strategic challenges, values, culture, CSR commitments as well as its organization/stakeholders.
Strategist & value driver:
- Identifies growth opportunities and proposes projects to enhance business with existing offerings and prospects;
- Engages in strategic thinking to anticipate future challenges and define customer-specific strategies aligned with Somfy group objectives;
- Maps full account potential; he/she develops a compelling 3Y group Key account plan leveraging all Somfy assets, that drives the organization;
- Gets the Key Account Plan approved (as such he/she contributes to the offer roadmap) and ensures its execution; he/she plans and leads negotiations, selling value over products and services.
Team leader & project manager:
- Utilizes negotiation skills to secure mutually beneficial agreements and contracts while maintaining a focus on long-term partnership;
- Enhances trust and strengthens partnerships by collaborating and aligning with stakeholders across functions, such as Marketing, Product & Services, Supply Chain, and Channels to exceed customer expectations and requirements;
- Leads cross-functional internal teams to implement Key Account plan(s), ensuring alignment with organizational processes and objectives;
- Animates cross functional/360 "Customer management team" fostering cooperation (within Somfy or with external partners) & involving the right people at the right time to ensure proper execution of the Key Account Plan;
- Animates and coordinates the network of local account managers; he/she is the decision maker in case of arbitration and prioritization. He/She escalates issues when required.
Relationship builder:
- Defines a relationship action plan to enrich the relationship, gain access to and develop collaboration with executive decision levels (across function);
- Develops and executes a comprehensive 3-year Key Account plan with an international perspective, driving organizational alignment and growth;
- The comprehensive 3 -year Key Account plan serves as the foundation for building and strengthening relationships with key accounts, ensuring mutual understanding of long-term objectives and fostering collaboration towards achieving them.
Performance indicators:
- Achievement of sales performance targets (KPIs);
- Growth in share of wallet;
- Value and/or Volume increase;
- Margins on Direct Cost;
- Execution and impact of Key Account plans;
- Customer satisfaction and loyalty metrics.
Relations (Business Connections):
- Customer(s); stakeholders;
- Local account managers;
- Internal cross-functional teams;
- Business Lines.
- Master degree, coupled with substantial sales experience focused on technical product offerings targeted at Key Accounts (5-10 years);
- Proficiency English and Dutch;
- Strong communication skills (verbal and non-verbal);
- Ability to understand and navigate complex business environments;
- Experience in negotiation and contract management;
- Proven capacity to analyze market trends, devise strategic plans for growth, and optimize profitability;
- Energetic and driven individual with a positive mindset and a strong entrepreneurial spirit;
- Demonstrated ability to lead and motivate cross-functional teams;
- Digital and analytical skills;
- Motivation to learn and adapt to new challenges and technologies;
- Substantial international travelling.
- Competitive compensation plus year-end bonus based on performance;
- Opportunity to make a significant impact by driving sales growth and strategic initiatives;
- A dynamic and innovative international culture;
- An autonomous role in which you get ownership and will fulfill and translate your commercial and strategic vision into tangible actions and results;
- Growth prospects within a global company;
- Somfy is an Equal Opportunity Employer that values and respects the importance of a diverse and inclusive workforce.
The protection of our candidates’ personal data is a commitment of Somfy Group. We therefore ask any candidate to submit their application to us exclusively via our secure system, and not by email or postal.
