The Position
Title : Key Account Manager
Location
Position located in Europe
Possibility to be home based
Position in Organization
Part of the Sales Organisation
Reports to the VP Sales and Service (ExCom)
Direct reports
1 Direct report
Position Summary and Key accountabilities
The Key Account Manager is responsible for:
Improving our Key Account Management structure
Handling a handful of our most important accounts
As 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 Responsibilities
To refine the Key Account Management structure (SOPs, KPIs, etc)
To develop trust relationships with a portfolio of major clients, at all levels of the organization
To 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 drivers
To build and deploy an account business plan for each of the key accounts
To act as facilitator and people connector both internally and externally at the key account
To establish sales and industrial forecasts and follow-up their execution
To coordinate the execution of joint strategic initiatives and therefore to coordinate internal project teams
To coordinate actions and message delivery to local account executives
The Person
Nationality: Open
Languages: Bilingual English and fluent in French mandatory
University degree
Previous Experience
Proven 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 Characteristics
Highly credible person both professionally and personally
Ability 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 oriented
Ability to work efficiently and cross functionally in a matrix organization
Customer 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 firmness
Solution driven.
Finding alternatives.
Pragmatic.
Willingness to resolve roadblocks
Strong attention to details.
Hands-on approach to problem solving
Strong team player.
Collaborative mindset.
Willingness to share responsibilities.
The candidate behaviour should be in line with IMV's values and leadership anchors:
Chart the course
Moves strategy to action
Leads in a global environment
Leads through Lean
Champions continuous improvement
Solves problems
Drives for Results
Build people, team & organization
Creates followership through collaboration
Builds strong, effective and diverse organizations
Drive innovation and growth
Listens and responds to customer needs
Encourages balanced risk taking to advance innovation
Transparency & Integrity
Consistently uses sound judgment
Operates with transparency and is trusted
Demonstrates humility
#J-18808-Ljbffr