Key Account Manager (M/F)
Location: Home-Office, ideally in the Auvergne-Rhône-Alpes Region.
Within the Sales Department of the France Zone, you will join the Key Account Managers team.
Your main missions:
As a true "orchestra conductor," you are responsible for prospecting and achieving the objectives set for you by implementing targeting, presentation, negotiation, and market share acquisition actions. You ensure the follow-up of client relationships within your portfolio of client accounts in direct mode: account reviews, forecasting/projections (pipeline/forecast), identification and prioritization of client needs, development of Group recommendations, development and follow-up of offers, creation of leads and opportunities; you are the guarantor of prospecting and commercial development for these client groups throughout France. You negotiate price lists, legal aspects, and occasionally framework agreements (national and/or European, international). You establish strong relationships with decision-makers of the accounts in your portfolio (CEO, CIO, Purchasing Department, R&D, Industrial Direction) by guaranteeing the sustainability and profitability of these accounts through constant work on proposals, visits, and reporting. Horizontal and vertical diversification of client contacts. Identification of decision-makers and the decision-making process within prospects/clients. You maximize access to products in the range and strengthen our presence within accounts (growth of market share and turnover) at a national level. You initiate complete solution sales approaches with the IT/IS managers of your groups, aiming to add value to our software and services activities with the support of the Solution Consultant, among others. You develop and know how to present a global offer adapted to your clients' issues in collaboration with internal pre-sales teams. You analyze the strategic stakes of each of your accounts and qualify their technical/commercial impacts in order to detect development areas to propose suitable solutions.
Experience and prerequisites:
Graduate of a higher education program (BAC+3 to BAC+5) in business (such as a Business School), you have a successful experience of at least 5 years in an equivalent position (Key Account Management and/or Business Development) obtained in a context of long, industrial, multi-decision-making, and complex cycles. Experience in the FMCG field and a Soft/IT culture are highly appreciated. You are comfortable with numerical analysis and data reporting through the use of CRM tools (SFDC) and Microsoft tools such as Excel and PowerPoint. You are accustomed to working in project mode in the sale of high-value-added global solutions. Available, you are accustomed to very frequent travel within French territory (approximately 60% of the time) and occasional travel abroad. A fluent level of English is indispensable.
Ideal skills and soft skills:
The sale of industrial and/or IT solutions in project mode is a plus, particularly in the fields of serialization, traceability, and brand protection. A skilled negotiator with excellent interpersonal skills, you are able to structure a commercial approach and develop a true medium- and long-term strategic vision with your prospects and clients. Results/prospecting oriented and highly motivated by performance, you also possess a strong team spirit and have the ability to convince and influence internally through very strong interactions within the organization.