JOB SUMMARY
The Global Key Account Manager will identify, select and capture new opportunities within Global Key Accounts in alignment with the Company’s strategic initiatives. Working with the Sales Teams, the Global Project Manager(s) and the Industry GBD Director, the Global Key Account Manager is responsible for executing the complete sales cycle from new opportunity identification to closing and coordinating the customer purchase order through the internal selling and manufacturing processes.
MAIN RESPONSIBILITIES
STRATEGY
- Identify and capture new global opportunities
- Main global customer contact and coordination of all activities worldwide
- Apply a consultative, value-added sales approach to all customer contacts from owner-level to C-level leaders to procurement, engineering, and others as needed to initiate pilot projects and develop account plan
- Assist the local Business Units generate new opportunities with Global Key Accounts; keeping in mind the company`s strategy, goals and objectives
- Generating new opportunities through the corporate network and filtering them to the local business unit. This may include assisting the coordination and facilitation of a first customer meeting
- Examine customer specifications, both by inquiry and observation (ex: plant tours) and prepare proposals that fulfill customer requirements
- Build business alignment and relationships by knowing the customer, their industry, and specific business needs (both short and long term)
- In conjunction with the relevant Nefab teammates, develop and present win-win solutions that solve the customer’s challenges and are profitable for Nefab
- Negotiate business agreements including price agreement terms and conditions
COMMUNICATION
- Maintain regular, professional and proactive communication with customers
- Obtain customer documents necessary to properly facilitate order processing, booking, shipment, installation, acceptance, invoicing, and payment
- Applies a proactive, steadfast approach to engaging customers, following up with customers, and securing meetings both face-to-face and online
- Professionally articulate and present Nefab’s complete packaging solution (CPS) and services
- Maintain awareness of the competitor’s sales efforts and programs in the territory, and working with the sales team and the Vice President of Sales, evaluate appropriate competitive strategy
ADMINISTRATIVE
- Assist in collection of payables as requested from Accounting
- Secure and maintain confidence in the customer by resolving customer issues, inquiries and providing additional insight in a timely and encouraging manner
- Coordinate with the Global Project Manager and/or Nefab Engineering Center (NEC) regarding design requirements and project timelines
- Maintain documentation of sales activities via CRM and related expenses
- Evaluate and qualify lead opportunities and enter lead data into pipeline report, as applicable
- Develop and communicate customer or internal corrective action requests and change orders
ADHEARANCE
- Follow Nefab sales process and use Nefab marketing material when drafting and presenting new proposals
- Adhere to, comply with Nefab’s processes including opportunity creation and pipeline management (Salesforce.com), quoting, order management, purchasing, etc.
- Adhere to ISO 9001 and 14001 Policies and Procedures
EDUCAITON
- Bachelor degree (Commerce, Marketing, Business Administration or Engineering) or equivalent experience
- Master’s or other advanced degrees are a plus
EXPERIENCE
- 4+ years progressive full-cycle sales experience (inside sales, outside sales and closing)
- 2+ years sales experience hunting and closing large Industrial global accounts (new business)
- 2+ years sales experience in a Project Manager capacity or selling to industrial customers
- Demonstrated ability to sell solutions
- Demonstrated ability to identify and solve complex customer problems
- Sales or business development experience with any of the following considered an asset:
- Industrial, transport, or export packaging services
- Wood crating & pallets
- Foam, corrugated, bags, etc.
- Supply Chain, Logistics, Warehousing or Inventory Control
- Third Party Packaging and/or Contract Packaging Services
- Experience dealing with heavy equipment industries.
- Experience working in the Industrial Packaging industry considered an asset
LOCATION - Flexible, within our site locations in Sweden
LANGUAGES
- English (high - mandatory)
- Swedish (high – mandatory)
- Further languages considered a plus
SKILLS AND COMPETENCES
- Problem solving
- Project Management
- Team Leadership
- Ability to produce, share and explain complex concepts to a group or individually
- Basic Financial knowledge
- High Level Communication skills; Ability to make effective and persuasive speeches and presentations to individuals and large groups
- Ability to understand engineering drawings and specifications
- Attention to detail
- Time management skills
- MS Office applications (user level)