Key Account Executive

Aufgaben

Planning & Portfolio Management − Prepare and carry out account plans for the key accounts in line with company objectives and the commercial sector plan.

− Manage the key account portfolio and achieve sales, growth, profitability and collection targets.

− Analyze each account's business volume, past sales, opportunities, seasonality, buying behavior and market trends.

− Prepare an accurate and up-to-date sales forecast and link it to supply and inventory plans.

− Contribute to seasonal planning, especially back-to-school cycles, educational books and the main demand seasons.

Relationships & Business Growth − Build good relationships with decision makers and influencers at the customers and strategic accounts.

− Identify growth opportunities (cross-selling and up-selling) and start suitable commercial initiatives.

− Negotiate prices, commercial terms and offers within approved authority and policies.

− Follow competitors' prices, products and commercial activities in the key accounts.

− Pass customer feedback to the relevant teams to improve products, service and pricing.

Execution & Internal Coordination − Follow order execution, supply and delivery, and solve customer issues together with the departments involved.

− Work with Marketing on campaigns, offers and commercial materials for the accounts.

− Work with Supply Chain to make sure products are available and the priority accounts' needs are covered.

− Raise commercial issues on time, with a clear recommendation for the solution.

Collection, Reporting & Compliance − Follow collection and overdue accounts and work with Finance to protect cash flow.

− Prepare regular reports on performance, opportunities, risks, pipeline and forecast.

− Follow the pricing, credit, offer and discount policies and company procedures.

Anforderungen

• Bachelor's degree in Business Administration, Marketing, Commerce or a related field.
• Minimum 3 years in Key Account Management, B2B Sales, Institutional Sales or Distribution, including at least 2 years managing key accounts.
• Printing and publishing (books and educational products). FMCG or a related sector is also considered.
• Good command of English (advantage).
• Excel and Microsoft Office: sales data analysis, reports and presentations.
• Strong negotiation, account management and sales analysis skills.

Good understanding of the sales cycle, forecasting, collection and commercial terms.