Key Account Manager Automotive Market

Job Summary

Role : Key account manager - Automotive market

Strengthen long term relationships with our major automotive KA, maximizing sales opportunities.

Develop strategic KA plans, identify growth opportunities / strategy, negotiate contracts.

Development of key account strategy

Organize for gathering and analyze marketing intelligence to develop in-depth knowledge about KA

Analyse KA sales evolution, gather intelligence in market shares, competitive positioning

Support Sales director on building an overall strategy, aligned to the BA & Imerys ‘ strategies, and value proposition for KA to maximize account contribution to Imerys EBITDA,

Key account strategy implementation & customer relationship management

Build a network of relationships in the KA's organization & act as door opener

Be the key contact person for customer interfaces

Keep an ear to the ground" to have most up to date knowledge of all KA activities, build connections with the plants

Support implementation of agreed strategy for each KA by coordinating sales activities related to the KA

Support implementation, process and monitoring of the Key Account plan (Account group info, Account team design & influence map, customer strategy and purchasing strategy, market share / share of wallet analysis, detailed sales analysis, value proposition, commercial action plan)

Support and coordinate internally on strategic projects ongoing (Sustainability, Innovation, ..)

Work closely together with other functions like R&D, Finance, Marketing

Attend key customer visits, increase the number of interactions with the plants in EMEA region

Prepare & contribute to negotiation of global contracts / offers with KA, working closely with other functions on the pricing implementation

Organize regular customer feedback rounds, lessons learnt and reviews

Develop specific services offering for KA, organize specific events like technical days, plant visits

Suggest new products / services, account specific projects, etc.

Monitor & Improve customer satisfaction, level of service delivered to KA, the overall quality of products and services offered,  and be the reference person / voice of the customer internally ; use all Imerys tools accordingly, typically Smiles dashboards)

Follow up on the daily business, coordinate internally with plants, p rovide accurate inputs to the sales planning function to manage the forecast and budget

Key competencies

Good analytical and problem solving skills

Strong customer sense and strategic understanding

Strong negotiation and communication skills, experience in industrial environment is essential

Business acumen and Technical appetite

Ability to positively influence others w / o direct reporting lines

Knowledge of / experience in the automotive market is plus

Experience in the plastics market will be highly valued

Strategic thinking

Result oriented,

Concern for impact

Good interpersonal skills

Ideal background / experience

3+ yrs of work experience in   Sales, Account Management or Business Development, in an Industrial environment

Master degree, technical background is a plus

Fluent in English is essential, French / German / Dutch is a plus

Position Type

Full time

Permanent