Account Manager

Account objectives & sales planning:  Participate in setting detailed quantified objectives and develop detailed action plans (incl. new opportunities)

Execution: Account & relationship management :

• Identify growth / profitability improvement opportunities (using CRM opportunity management functionality) and develop the relationships with customers in order to fully capture them

• Ensure the development of turnover and market shares through regular visits to customers and prospects in the area, in line with the designed account plans

• Introduce to the customers new products and new solutions/services

• Apply the pricing policy/strategy in coordination with the segment sales director or Group KAM

• Accomplish measures and report performance against assigned objectives of targeted accounts.

• Perform account management duties including, (but not limited to) negotiating short term and long term contracts, ensuring terms and conditions are adhered to, resolution and communication of customer complaints (in coordination with Customer Service, Quality and Logistics teams, ...) ; Help / Negotiate contracts with customers. 

• Partner with Regional teams to support the growth of strategic Accounts as needed.

• Act as a link between customers, S&T and Operations on new product development

Sales forecast: Develop accurate forecasts of current and prospective customers.

Customer intimacy and needs understanding

• Establish and nurture relationship with assigned customers (management, purchasing, S&T)

• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.

• Market intelligence: Gather valuable information about market and competitors from customers and convey all necessary where appropriate (through CRM tool)

• Lead solution development efforts in new product development, Supply Chain, Customer, Service, etc. that best address customer needs, while coordinating the involvement of all necessary company support personnel.

Hygiene Safety Environment missions

• Ensure compliance with safety rules

Job Requirements:

• Bachelor’s Degree in Refractory / inorganic non-metal materials / Business related field or equivalent experience

• Minimum 5 + years experienced in a similar role

• Proven track record in B2B sales & account Management

• Refractories market knowledge is a plus

• Good ability to convince and win customers

• Good communication skills as well as negotiation capabilities; value-added solution selling

• Organized, rigorous and autonomous in his/her daily work,

• Ability to work in a team, commercial and technical,

• Self-motivated, taste for challenges 

• Flexibility, resilience, pro-activity and motivation, autonomous

• Ability to use common IT tools

• Frequent travel required  (75%+)

and

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