关键客户经理 DACH地区
Key Account Manager DACH region
市场运营职能支持限定地区（需当地身份）日间重叠约 2 小时，需偶尔早起或晚睡
公司Ranpak
薪资未公开
工作地点Germany
地域资格限定地区（需当地身份）
时区要求日间重叠约 2 小时，需偶尔早起或晚睡
用工类型Full Time
发布时间18 天前
数据来源Himalayas
注意地域限制：该职位明确限定在 Germany 招聘。如果你是位于中国大陆的求职者，通常需要当地工作身份才能投递，或需与雇主确认是否接受独立合同（Contractor）形式合作。
作息提示：日间重叠约 2 小时，需偶尔早起或晚睡。
汇报对象：关键客户经理向欧洲、中东和非洲地区销售总监汇报工作
职位目的
在德国、奥地利和瑞士（DACH）地区，实现与关键客户商定的月度和年度总销售额目标
职责
- 赢得并拓展大型多地点目标关键客户（潜在客户和现有客户）
- 与区域Ranpak销售团队协调，跟进关键客户所在地区的销售活动。与Ranpak经销商沟通，确保为关键客户提供无瑕疵的服务和满意度
- 与同事（例如市场部、客户服务部、技术部门）紧密合作，确保为关键客户提供最适合且具有竞争力的解决方案
主要任务
- 制定、负责并执行目标关键客户的账户计划
- 规划并推动所需行动，以赢得、拓展和维护关键客户
- 在关键客户内部建立多层次的联系，涉及多样化的利益相关者
- 销售Ranpak解决方案，注重解决方案和价值
- 建立并维护与关键客户（现有客户及潜在客户）之间的信任顾问关系
- 成为与客户特定事务的主要联系人
- 提前影响并回应招标和报价请求
要求
- 自主驱动，精力充沛，有条理地管理关键客户（潜在客户和现有客户）
- 商科本科及以上学历
- 5-7年欧洲关键客户管理经验，重点在第三方物流（3PL）、电子商务和制造业等细分领域，拥有丰富的经验和人脉网络
- 包装行业经验优先
- 具备规划和执行基于解决方案和价值的销售能力
- 具备多层次销售经验，包括成功管理多样化决策单元的经验
- 在获取新客户和拓展现有关键客户方面有显著成果
- 能够与客户组织中的所有高级别人员（包括高管）进行有效沟通、展示和影响
- 具备根据客户需求提供以客户为中心的解决方案的经验
- 具备同时管理多个项目的能力
- 具备在家工作的能力，并愿意出差
- 能够领导共同为关键客户服务的团队（例如客户服务、区域销售代表、技术同事）
- 优秀的倾听、谈判和演示技能
- 展现出对文化的了解和敏感度
查看英文原文
Reports to: The Key Account Manager reports to the Director of Sales EMEA
Purpose of the job
To achieve the agreed monthly and annual total Sales Revenue targets for targeted Key Accounts in the DACH region
Responsibilities
- Win and grow large multi-site target key accounts (prospects and existing accounts)
- Coordinate with regional Ranak sales force for follow-up of regional sales activities at the key account. Liaise with Ranpak distributors, to ensure flawless service and customer satisfaction towards the key account.
- Work together closely with the colleagues (e.g. Marketing, Customer Service, technical department) to
- ensure the key account is served with a best-fit and winning proposition.
Main tasks
- Develop, own and execute the account plan for the target key account
- Planning and driving the actions needed, to win, grow and defend key accounts
- Developing multi-level contacts with diversified stakeholders within the key account
- Solution and value-based sales of Ranpak solutions
- Building and maintaining trusted advisor relationships with key accounts (customer as well as prospective
- accounts)
- Operate as the lead point of contact for matters specific to your customers
- Upfront influencing and responding to tenders and requests for quotations
Requirements
- Self-starter, high energy and structured way of working key accounts (prospects and customers)
- Bachelor level (or higher) in Commerce
- 5-7 years of Pan European Key Account Management with a strong focus on, and network in segments like 3 PL, E-Commerce and Manufacturing Industry
- Experience in packaging industry is a plus
- Proven ability to plan and execute solution- and value-based selling
- Proven track-record in multi-level selling, including successfully managing diversified Decision-Making Units.
- Demonstrated results in acquisition of new and growing of existing key accounts.
- Demonstrated ability to communicate, present and influence all senior levels of the account organization, including executive level
- Experience in delivering client-focused solutions based on customer needs
- Proven ability to manage multiple projects at a time
- Ability to work from a home and willingness to travel
- Ability to lead the team of colleagues that are jointly working to serve the key account (e.g. Customer Service, regional sales reps, technical colleagues)
- Excellent listening, negotiation and presentation skills
- Demonstrate cultural knowledge and sensitivity
Originally posted on Himalayas
本页面信息整理自 Himalayas，版权归原发布方所有。职位可能随时关闭，投递请以原始页面为准。
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