Key Account Manager/Field Sales Manager


Job description

Our client is a global technology company with more than 48.000 employees in about 60 countries, which develops leading-edge technologies, excellent products, solutions and services for more than 30 market segments. The company  is the leading name for branded mechanical household products for private as well as professional customers. In all areas, the company count on highly talented, motivated and results-oriented employees, to continuously secure and expand the brands as the leader in the international markets.


• Develop and grow the business of your customer portfolio in the relevant aspects of Distribution, Sales, Key Account Management, and Category Management
• Define a local plan in order to exploit the potential of the categories (based on international core range and New products)
• Help to develop a superior shopper and customer understanding  improving the shopper KPIs
• Profitable growth of the business, Grow TO and share, Generate more customer contribution 
• Your main targets will be on customers Net3, contribution & distribution points
• Guide the field team (4 persons in Belgium) to get good ROI, to build their capabilities and to harvest new customers.
• Discuss with your colleagues how to plan the year for the field and to fix priorities.

Key tasks

• Work on OGSM (Objectives, Goals, Strategies, Measures) and  consequently define working customer plans , according to local and European plans
• Implement regular and standardized analysis & reporting of actual business-performance (customer sales, product-sales, distribution, category management and merchandising) versus agreed targets
• Define and implement corrective measures in case of deviations versus targets
• Manage and negotiate Trade Budget investments challenging the ROI - negotiate and implement price list increases
• Provide logistics function with regular sales-forecasts by product
• Optimize supply chain in order to increase customer service and contribution
• Create and implement tailor made promotional plans
• Have a Category Management culture and consequently have Catman as top of mind strategic vision to be developed  with customers
• Actively work with Product Shopper Marketing team in order to ensure product rotation in and off shelf - Profitability per shelf meter - Shopper KPI achievement
• Accompany the field force on the road on a regular basis
• Make a strategic yearly plan for your field team and their customers and have a regular follow-up

Experience & competences

• Bachelor or Master degree in Sales, Marketing or Communication
• Experienced with good contacts to buyers and other decision makers of a category in the trade (2-5 years) preferably within FMCG
• Strong negotiator and „concept seller“ with a clear customer orientation and understanding to creatively develop win-win positions for all involved parties
• Never satisfied with the „current situation“ and hungry to over-achieve targets
• A true Leader with effective communication skills and strategic strengths
• Team attitude, understanding that working processes and teams are important to be successful
• Curious & ready to multi-cultural work environment
• Autonomous in work
• Analytical and Planning attitude
• Highly reliable
• Marketing notions, Category-Management notions
• Fluent in French and English. Dutch would be an asset.
• Good knowledge of MS Office tools (Excel, Word, Outlook)