Senior Key Account Manager - Trade Aftermarket

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What we expect

• Take full responsibility for and own the development and execution of the strategic plan within the Account portfolio, ensuring alignment with business goals while driving growth, profitability, and customer satisfaction.
• Establish & maintain relationships with the key personnel within the target organizations at all levels including Owners, Buyers, Branch & Regional Managers etc.
• Ensure effective management and alignment with internal Osram stakeholders within the ITG/S-KAM teams, fostering collaboration and clear alignment.
• Conduct regular review meetings with the key stakeholders within each business.
• Adopt an entrepreneurial approach to customer development to exploit all sales opportunities and to demonstrate the value that Ring can provide to their business.
• Negotiating contracts with key customers including preparation of professional business review documentation and agreement regarding financial aspects of a contract.
• Engage with the Product Management and Marketing Communications teams to deliver suitable promotional initiatives to support category management within the target businesses.
• Collaborate effectively with the online content manager to optimise copy and content across customer platforms, ensuring alignment with brand messaging and enhancing user engagement.
• Work closely with internal Customer Support partner / Internal NAC teams to support and provide on time delivery of information & order queries when required.
• Ensure the listing of new products within target customers to expand our range presence and increase our share of voice vs. key competitors.
• Attend Customer and Industry Trade Shows as required.
• Contribute new product and sales ideas to the wider organization and provide regular feedback on market and customer developments.
• Work closely with the Head of Field Sales to co-ordinate workouts within buying groups and ensure implementation of promotional activity at branch level.
• To achieve all sales and profit margin targets set for managed accounts, in terms of revenue growth by identifying opportunities to grow the business and enhance profitability.
• Evaluate customer risk and proactively work to avoid re-tenders/deletions that could adversely affect the company profitability.
• Ensure analysis is conducted for all promotional campaigns to assess their impact on the agreed objectives for each campaign.
• Preparation of PDR development plans for direct reports, identifying any additional training requirements
• Support internal business reporting by providing
  • Monthly anticipated trading forecast that includes known and expected order book
  • Key product sales forecast at part code level to demand planning and purchasing teams
  • Monthly input of area/sector performance for internal board reports

Who we are looking for

• Experience of managing or working within strategic Automotive Aftermarket customers & buying groups is highly desirable, but not essential.
• Experience in managing a broad portfolio of end user products within omni channel customers (Retail, Trade, ecommerce).
• Can demonstrate experience in category management within stores & branches along with the ability to analyze and enhance the online customer journey, leveraging data-driven insights to drive sales.
• An experienced networker with the ability to build and maintain strong relationships with key stakeholders, leveraging connections to drive business opportunities and foster long-term partnerships.
• Strong communication and interpersonal skills (internal and external).
• Demonstrate a highly structured and strategic approach to managing key accounts, ensuring alignment with long-term business objectives.
• Team player who exercises tact and diplomacy in dealings with people throughout the organization.
• Experience of negotiation and influencing to a senior level.
• Excellent presentation skills - verbal, written and numerical
• Highly numerate with a solid commercial acumen.
• Self-motivator, able to operate remotely and upon own initiative.
• Positive and enthusiastic with an exceptional work ethic to deliver results.
• Able to operate and demonstrate the highest levels of integrity.
• PC literate (with high level of understating of MS Office Word / Excel / Power Point)
• High level of organizational skill regarding planning, preparation, execution and follow up.