Key Account Manager (KAM Professional)

MISSION:  

Manage and grow key accounts, ensuring commercial results aligned with the company's strategy, by building strong client relationships, analyzing key indicators, and driving efficient execution of the portfolio, pricing, promotions, and displays.

MAIN PURPOSES OF THE JOB:

·        Serve as the primary point of contact for each and every client-specific issue.

·        Build and maintain strong, lasting client relationships.

·        Develop robust business plans for key clients with a full-year view.

·        Negotiate commercial terms.

·        Ensure the timely and successful delivery of our solutions according to client needs and objectives.

·        Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.

·        Identify and grow opportunities within the territory and collaborate with sales teams to ensure growth is achieved.

·        Assist with high-severity requests or issue escalations as needed.

·        Co-develop tailored strategies for each client for optimal account management (sales quota and margins, promotions, sell-through, etc.). These tasks must be completed in collaboration with the marketing department.

·        Obtain and analyze internal and market information for decision-making related to business performance.

·        Verify and track customer payments to avoid sales holdup, expedite delivery, and maintain healthy account management.

·        Analyze and prepare the 13-month sales forecast to ensure the required quantity of product is available for delivery.

·        Manage the allocated operating budget to promote the company's products through promotions, seeking profitability.

·        Develop special projects to ensure stock growth while always meeting profitability goals.

·        Deliver operational activities on time and with quality to guarantee the basics of account management (listings, quote management, sales presentations, order management process, and shipping).

·        Analyze the penetration and activities of our competitors.

·        Ensure proper channel management in our channel, along with marketing.

• Represent SEB Professional Beverages at trade shows, industry engagements, and other matters

EXPERIENCE

7+ years experience in Key Account Management

Experience in the professional B2B equipment segment (ovens, refrigeration, beverage dispensers, dishwashers, etc.); experience in the coffee industry and or HORECA is desirable.

SKILLS/KNOWLEDGE

·        Strong negotiation and conflict management skills.

·        Strategic thinking and business acumen.

·        Leadership without a direct line of influence (cross-cutting).

·        Proactivity, results-focused, and resilient.

·        Ability to build long-term relationships of trust.

·        Autonomy, self-management, and strong time management skills.

·        Advanced English  

·        Advanced Excel, Power BI, and CRM platforms (Salesforce, SAP).

·        Ability to develop and interpret KPIs, budgets, sales forecasts, margins, and profitability.

·        Knowledge of modern and/or traditional channels (depending on the industry).

Management of sell-in/sell-out processes and execution at the point of sale.

Visa required

Availability to travel