Regional Key Account Manager Automotive
Il y a 4 mois
**Main tasks**:
- Search and track the RKA projects (new models, investments, process\quality improvement ) - identify the decision process and the key decision makers.
- Build a solid tesa network within the RKA. Use that network to broaden tesa´s access to design trends and get the future tape requirements.
- Increase specified tape allocation on all responsible projects.
- Manage projects across all tesa functions - BU, R&D, CSC, Operations, quality, Marketing, sales - to timely work on the project gates with their counterparts.
- Prepare and execute price negotiation and make sure negotiated conditions are applied.
- Together with other function (controlling - R&D - Marketing) create and maintain a RKA databank with strategic information (price - specification - success stories ). This is the single source of truth for all colleagues supporting the GKA activities in the world.
- Analyze Key account development & evaluate profitability and drive the necessary (corrective) measures.
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**Principales tâches**:
- Rechercher et suivre les projets RKA (nouveaux modèles, investissements, amélioration de la qualité des processus...) - identifier le processus de décision et les principaux décideurs.
- Construire un réseau tesa solide au sein du RKA. Utilise ce réseau pour élargir l'accès de tesa aux concepteurs et futures exigences en matière d’adhésif.
- Augmenter les opportunités d’utilisations sur un maximum de nouveaux projets.
- Gérer les projets avec le support des fonctions tesa - BU, R&D, CSC, Opérations, qualité, Marketing, ventes - s’assure d’être en prise avec son client à chaque étape du développement.
- Préparer et réaliser les négociations de prix et s'assurer que les conditions négociées sont appliquées.
- En collaboration avec d'autres fonctions (contrôle de gestion, R&D, marketing), créer et maintenir une base de données RKA contenant des informations stratégiques (prix, spécifications, exemples de réussite...). Source d’information pour tous les collègues qui interviennent dans les activités du GKA au niveau mondial.
- Analyser le développement des comptes clés, évaluer la rentabilité et prendre les mesures (correctives) nécessaires.
**Educational qualifications**
- University degree (economics, business administration, engineering) or equivalent
**Relevant experience**
- Experience in Sales positions in a multinational company (more than 5 years)
- Marketing experience is a plus
- International experience mandatory
- Ability to develop regional strategic account plan based on SOP management and lead the implementation
**Competencies and other requirements**
- Excellent communication skills and talented networker
- Able to solve technical pain points at define target customer
- Advanced presentation Skills
- Strong customer focus
- Ability to lead a virtual team
- Ability to influence and negotiate with internal and external stakeholders
- Fluent in English and local language mandatory, Italian is a plus
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**Formation**
- Diplôme universitaire (économie, administration des affaires, ingénierie) ou équivalent.
**Expérience professionnelle**
- Expérience dans des fonctions commerciales au sein d'une entreprise multinationale (plus de 5 ans)
- Une expérience en marketing est un plus
- Expérience internationale obligatoire
- Capacité à élaborer un plan stratégique régional basé sur la gestion des SOP et d’en mener la mise en œuvre.
**Compétences requises**
- Excellentes aptitudes à la communication et talentueux dans la mise en place de réseaux
- Capable de résoudre des problématiques techniques chez son client.
- Bonne présentation
- Forte orientation client.
- Capacité à diriger une équipe virtuelle
- Capacité à influencer et négocier auprès d’intervenants internes et externes
- Maîtrise de l'Anglais et du Français, l'italien est un plus.
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