Job ref: JB/57983

Account Manager DACH

Account Manager DACH
Home Office Based in Germany

Job ref: JB/57983

Listgrove has been retained be a global innovator of specialized adhesives, lubricants, additives and car care products for general industry and the automotive aftermarket. Their Polymers & Fluids segment was built on innovation and a commitment to providing high-quality, branded products to diverse end markets. Businesses in this segment produce a variety of products for general industry (MRO), automotive aftermarket, aerospace, construction, energy, and automotive OE customers.

The Account Manager will serve as the day-to-day point of contact for customers, maintain customer satisfaction, handle account cross-sells and up-sells, and help customers strategize getting the most from the product or service they’ve purchased throughout the customer life cycle.

This role is part of the Distribution DACH & ROW sales structure and reports directly to the Head of Sales for that Segment and Region. The role has no direct reports.
The role is focused on sales of General MRO, Site Safety and Wipes product ranges across both domestic (DACH) and export territories.

Full accountability for the management, development, and retention of non-strategic “80” and “20” customers (primarily distributors):

⦁ To help the customer achieve their goals and align with the company’s goals and expectations
⦁ To grow and develop accounts through up-sells and cross-sells, keeping quality of work high so customers want to renew/expand contracts, creating case studies, and advising clients on long-term growth strategies

Key Accountabilities

⦁ Act as the main point of contact in all matters relating to customer concerns and needs.
⦁ Build and strengthen customer relationships to achieve long-term partnerships built on strategic alignment.
⦁ Maintain accurate customer records through the CRM system (Hubspot), keeping track of any new developments at the account, regular updating contact records and customer engagement (calls, visits, email communications) interactions, and managing aspects such as contract updates and renewals, marketing program renewals, rebate schemes etc.
⦁ Work with Sales, Marketing and Customer Experience to develop (where appropriate) strategic account plans to include elements such as account mapping, financial goal setting and objectives, strategic marketing plans and KPIs to track performance and effectiveness.
⦁ Initiate routine account reviews with customers to assess performance against goals, partnership effectiveness and customer satisfaction, generating reports that summarise progress to share with customers and sales management.
⦁ Develop a thorough understanding of the products and service offerings to better upsell and cross-sell to clients as part of a wider account growth strategy.
⦁ Collaborate closely with Marketing (esp. Product Management) to deliver new CBI ideas into the CBI pipeline, leveraging proximity to customer and customer insights to generate new product development opportunities.
⦁ Collaborate closely with Marketing to develop ABM campaigns (where appropriate) to increase quality and quantity of customer engagement and support account growth development opportunities and initiatives.
⦁ Achieve minimum market-rate YOY revenue growth with the largest account.
⦁ Realise in-full any price change initiatives (incl. annual price increases/modifications) in-line with targets.
⦁ Office or home based within Germany. Domestic travel approx. 40% (with some fluctuation depending on business need).

The ideal candidate:

⦁ Demonstrable sales and distributor account management experience.
⦁ Results driven with strong commercial awareness.
⦁ Strong industry and commercial knowledge with the ability to identify market trends.
⦁ Fluent in German and English (written and spoken).
⦁ Influencing skills across multiple levels within an organisation.
⦁ Excellent communication, influencing and negotiation skills at all levels internally and externally. Ideally a ‘people person’.
⦁ Effectively builds rapport, understands customer decision making process and able to identify customer needs.
⦁ Good planning, organisation, and motivational skills with the ability to operate in a team environment as well as individually.
⦁ Naturally strong interpersonal skills, forming and maintaining positive relationships with ability to work collaboratively at all levels.
⦁ Flexibility & positive attitude towards teamwork
⦁ Organised and able to prioritise with effective time management
⦁ Proficient at handling multiple tasks with a high degree of accuracy & attention to detail.
⦁ Ability to effectively utilise tools, information/data, resources, and customer data to drive profitable growth in line with the ITW strategy
⦁ Effectively able to prioritise sales time between 80’ accounts and other opportunities
⦁ Strong negotiation skills.
⦁ Microsoft office proficiency (ideally incl. Power BI), experience using a CRM system
⦁ Other European languages.
⦁ Knowledge of/experience in the MRO and/or Hygiene industries.

To apply please contact Jennifer Böhnlein
Jennifer.boehnlein@listgrove.de
0044 (0) 1789 207070

Listgrove is more than a global recruitment partner to its clients in the plastics, packaging, recycling and chemical industries. For over 45 years, we have supported companies with professional advice and successful HR solutions. All assignments are tailored to the client’s needs and delivered by expert consultants.

Why select Listgrove?
⦁ Established in 1975
⦁ Recruited in 68 countries
⦁ Recognised International brand
⦁ Exhibited around the world; in Russia, China, India, USA, Middle East, North Africa and extensively throughout Europe
⦁ Global network of candidates and talent data
⦁ Search projects completed across all functions and at all levels of seniority
⦁ Access to a network of offices across the world

For more information and access to a range of testimonials, please visit our website: www.listgrove.com

For EU roles, candidates must be eligible to work and live in the European Union. Proof of eligibility will be required with your application.

Listgrove Limited Registered in England No: 01197713

To apply for this job email your details to jennifer.boehnlein@listgrove.de.

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