Key Account Manager We/Turkey

1 mese fa

Ne, Italia Gea Group A tempo pieno

Key Account Manager WE/Turkey Sales Area Manager Italy GEA is one of the largest suppliers for the food and beverage processing industry and a wide range of other process industries.
Approximately 18,000 employees in more than 60 countries contribute significantly to GEA's success – come and join them
We offer interesting and challenging tasks, a positive working environment in international teams and opportunities for personal development and growth in a global company.
Why join GEA Job information Reference Number JR-0030203 Job function Sales Position type Full time Site Viale del Lavoro 50, 37030 Colognola ai Colli VR Your responsibilities and tasks: As Key Account Manager Europe Turkey: Globally in charge of the assigned Key Accounts from the definition of individual strategies to the implementation and execution of tactics in order to build both a long-term projects pipeline as well as to ensure the timely and profitable close of individual deals impacting all Bakery applications (Soft Dough, Hard Dough, Pies Tarts) Coordinates and delegates the Bakery BU Sales Area Managers and the RC FLS feeding and maintaining the CRM, and contributes defining the specifications of individual projects from initial RFQ to IC finalized to drive OI Sales growth Cooperates with the entire Commercial organization (Sales, Application Management, Market Pricing Analysis) in the BU and in RC to develop dedicated Customer Playbooks aimed to maximize visibility over present and future projects, to prioritize the focus and to produce and action plan Shapes-up, negotiates and closes Frame Agreements (including Pricing) and/or NDA in cooperation with other BU, RC and Corporate functions Coordinates and supports the resolution of customer claims Organizes and execute dedicated Key Account leads, promotions campaigns with other functions' support (e.g.
Marketing) Maintains and develops relationships with the customers' key decision makers at senior and operational levels (Marketing, RD, Procurement, Manufacturing) Coordinates VOC and OVOC campaigns with the support of BU Sales Area Managers and Application Managers, with RC FLS to map customers CTQ and quantified/qualified needs in order to infeed the Bakery BU Innovation pipeline with value added solutions Facilitates with other functions (especially Bakery BU Innovation, Engineering and Application Management) the definition, planning and execution of demonstrations and trials on the BEC lines in Colognola ai Colli Delivers the agreed customers base annual budget for OI, GM (%) at OI, Sales, Hit Rate, Customer Share, CRM Pipeline As Sales Area Manager Italy: Produces and executes a Country Playbook mapping the market, targeting according to segments (Key Accounts and consolidated market) and producing a robust projects pipeline Cultivates existing customers and expands the overall customer base by gaining new ones Cooperates with the Inside Sales Support team to promote, target and harvest the diffused market through focused campaigns, promotions leads Coordinates and drives the day-to-day Sales activities across the entire Bakery BU Applications spectrum and throughout the entire selling process (from RFQ to IC) finalized to PO collection and Sales conversion Prepares Sales plans, contributes budgets forecasts, and aligns with other key functions on execution (e.g.
Project Management, Engineering, Procurement, Manufacturing, Logistics) In charge of CRM infeed and maintenance finalized to grow market visibility, projects pipeline and improve Hit Rate Management of the regional agent's network (if applicable) including Sales and operational performance (engagement, commissions, compliance) Aligns on Pricing, discounts, legal commercial terms with the line Manager, Finance and Legal Represents the Bakery BU during business negotiations, strictly following the agreements of Pricing and commercial terms aligned with the solid line Manager, Finance and approved PADB Supports the Business in managing claims and risks associated with customers, applications and technologies Supports strategy, business development and RD activities, providing customer, competitor market insights, and coordinating joint development activities with regional customers leveraging the BEC capability in Colognola ai Colli Delivers the agreed country annual budget for OI, GM (%) at OI, Hit Rate, Sales, New Customers, M/S, CRM Pipeline Your profile and qualifications: Degree (university) in engineering, economics or equivalent Master's degree not required, but beneficial Min 7 years experience in Sales functions, in customer facing roles with direct target achievement responsibility and commercial strategy definition Ideally in Bakery.
Necessarily in any other B2B Industrial capital intensive equipment sector Experienced in international Sales Strong commercial acumen and negotiation skills Strong understanding of legal and commercial contracting Fluent in Italian and English, preferably with a second or third language (French/Arabic) Customer centricity with focus on needs and fulfilment of expectations Strong communicator, with executive standing and able to present and behave in public at any level Ability to handle complex commercial and technical challenges Ability to manage in difficult situations, and to execute under time pressure Capability to design, implement and execute a holistic commercial strategy and be the lead for short cycle achievements #J-18808-Ljbffr

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