The PositionTitle: Key Account ManagerLocationPosition located in EuropePossibility to be home basedPosition in OrganizationPart of the Sales OrganisationReports to the VP Sales and Service (ExCom)Direct reports1 Direct reportPosition Summary and Key accountabilitiesThe Key Account Manager is responsible for:Improving our Key Account Management structureHandling a handful of our most important accountsAs our Key Accounts make up the highest percentage of IMV Technologies' revenue, the Key Account Manager must build and maintain a strong relationship with this customer base.The Key Account Manager will be the lead point of contact for all Key Account matters, both in terms of structure and execution for the selected accounts he/she will directly be in charge of. This includes anticipating the Account's needs, working within the company to ensure deadlines for the client are met, and helping the client succeed by understanding its value creation process.The Key Account Manager will also expand his accounts' share of wallet and develop new relationships with potential future Key Accounts.Specific ResponsibilitiesTo refine the Key Account Management structure (SOPs, KPIs, etc)To develop trust relationships with a portfolio of major clients, at all levels of the organizationTo handle both procurement processes such as RFQs etc. as well as value sales, implying a deep understanding of the key account decision making process and driversTo build and deploy an account business plan for each of the key accountsTo act as facilitator and people connector both internally and externally at the key accountTo establish sales and industrial forecasts and follow-up their executionTo coordinate the execution of joint strategic initiatives and therefore to coordinate internal project teamsTo coordinate actions and message delivery to local account executivesThe PersonNationality: OpenLanguages: Bilingual English and fluent in French mandatoryUniversity degreePrevious ExperienceProven experience, 8 years minimum in account management, with the ability to sell value.Proven experience managing Key Accounts, which we define as accounts with large turnover, high growth potential, centralized decision making, multi-site and international.Demonstrates proven international key accounts experience of selling a full B2B solution, with a mix between machinery, consumables, and services.Demonstrates experience of dealing with C-Suite level in the customer organization.Proven ability to work efficiently and cross functionally in a matrix organization is essential.Previous experience working on tender process would be desirable.Animal reproduction, animal health, nutrition, or genetics background preferred but not essential.Proven ability to lead organizations in the pursuit of value creation, push beyond the inertia that is linked with large organizations.Proven ability to understand scientific topics that are relevant to our field.The ability to travel extensively to the key account's sites, including farms as well as international trade fairs. Expected travel intensity: 50%Strong IT skills, including proficient use of MS Office suite, CRM (salesforce), video conferencing tools etc.Personal CharacteristicsHighly credible person both professionally and personallyAbility to lead organizations in the pursuit of value creation, push beyond the inertia that is linked with large organizations.Rigorous, analytical, well organized, and goal/result orientedAbility to work efficiently and cross functionally in a matrix organizationCustomer centric (i.e. ability to build long term customer/supplier relationships)Good communication skills for all key stakeholders (incl. global headquarters, ExCom, affiliates, customers, suppliers, third party experts/consultants, direct reports, shareholders)Engaging and action oriented. Showing both empathy and firmnessSolution driven. Finding alternatives. Pragmatic. Willingness to resolve roadblocksStrong attention to details. Hands-on approach to problem solvingStrong team player. Collaborative mindset. Willingness to share responsibilities.The candidate behaviour should be in line with IMV's values and leadership anchors:Chart the courseMoves strategy to actionLeads in a global environmentLeads through LeanChampions continuous improvementSolves problemsDrives for ResultsBuild people, team & organizationCreates followership through collaborationBuilds strong, effective and diverse organizationsDrive innovation and growthListens and responds to customer needsEncourages balanced risk taking to advance innovationTransparency & IntegrityConsistently uses sound judgmentOperates with transparency and is trustedDemonstrates humility
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