Key Account Manager, Retail Romania

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Thursday, September 27th, 2012

DIVERSEY - www.diversey.com (a part of Sealed Air) is a new global leader in food security and safety, facility sanitation and product safeguard. With widely recognized and inventive brands the company offers proficient and sustainable solutions that create business value for customers, enhance the quality of life for consumers and provide a cleaner and healthier environment for future generations.


Globally, DIVERSEY generated revenue of more than $8 billion in 2011 and has approximately 26,300 employees. Operations in 62 countries with distribution reaching 175, 145 manufacturing facilities, 56 Labs/Research Facilities. More than 500 scientists and engineers, more than 1000 equipment and application experts, 4,600 patents, more than 9000 trademarks.


Location:
Bucharest, Romania. Availability to extensive travel is required.


Directly Reports to:
 Sector Cluster Director Retail & Food Service


Experience

  • We are looking for an experienced sales and business developer person, retail industry experience will be a plus
  • Practical experiences in consultancy approach
  • Would be valued experience in delivering of customer trainings
     

Key Competencies

Seeks new business

  • Embraces the challenge to find new business opportunities that can significantly increase sales
  • Is unwilling to settle for what is minimally expected in identifying new business but puts forth the effort to achieve a higher benchmark
  • Does not achieve business development success by chance, but remains alert and ready to take advantage of opportunities for success
  • Comfortable using social interactions as opportunities to discover potential needs and offer solutions

Competitiveness

  • Enjoys the challenge of competition and is comfortable with situations that produce a winner and a loser
  • Seeks and gathers the resources needed to position himself to win
  • Is unwilling to give up or accept failure if not immediately rewarded with success
  • Refrains from turning competition into a personal attack


Makes formal sales presentations

  • Customizes the program to the audience, using minimal boilerplate components
  • Takes the time to prepare a studied presentation, injecting into the content and delivery the cues and jargon with which the audience can identify
  • Is sensitive to audience feedback and adjusts the presentation to sustain their interest
  • Creates a memorable stage presence
  • Enjoys applause and attention when successful


Closes by servicing prospects as customers

  • ­Focuses on reaching the goal of a buying decision, moving toward the close in incremental steps
  • Gives the customer a sense of control by not rushing a purchase decision before demonstrating that the obstacles are being addressed
  • Presents solutions that will satisfy customer concerns and gains agreement to proceed
  • Demonstrates a sense of urgency to proceed without appearing pushy
  • Guides/leads the sales process by giving options to the prospect or customer so control seems shared
  • Becomes a personal advocate of the customer
  • Treats customers and prospects with special deference to balance the drive to close deals
  • Understands the need to gain the customer’s loyalty by 'going first' to show support and concern for their personal success
  • Emphasizes personal strokes and service upfront to the extent that the customer or prospect feels obliged to buy


Other Skills required

  • Good team work spirit
  • Perseverance and energy to achieve objectives by himself / herself and / or by influencing others company functions
  • Excellent presentation, communication and negotiation skills
  • Proven ability to deal effectively with all levels of customer contacts
  • Ability to perform multi-tasking , handling & solving customer issues
  • Be versatile and resilient to pressure
  • Communication skills
  • IT skills and systems understanding


Key Job Accountabilities

  • Pursue sales leads in international or local key accounts by visiting existing and new customers, identify customer needs and suggest appropriate solutions
  • Ensures proper implementation of Key Account contracts by monitoring data and generating reports direct on his / hers aria and indirect at national level by working close with National Sales Team
  • Conclude sales orders to meet sales targets while ensuring agreed payment terms with customers are met
  • Build positive relationships that will generate cross-selling and repeat business
  • Monitor and report competitor activity
  • Prioritize and schedule own activities in order to meet the established sales targets
  • Communicate effectively with company’s technical and customer service department in order to achieve customer satisfaction
  • Provide audit, consultancy and demonstrations of our solutions


Success Metrics – Key Performance Indicators

  • ­Net Sales of specified key accounts
  • Innovation target agreed for Retail sector
  • Average Payment Days
  • New customers according with the annual plan
  • Cross Selling for current customers


Education

  • University degree

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Thank you for your trust!

ADVICE Executive Search
has been retained by our client to conduct this search in Romania.

We shall provide equal employment opportunity to all qualified candidates.

ADVICE Executive Search shall comply EU legislation prohibiting any consultants or employers from discriminating against applicants on any of the following areas: Gender, Marital Status, Family Status, Sexual Orientation, Religion, Age, Disability, Race/Nationality/Ethnic or National origins, Membership of the Traveler Community.

All our consultants are fully aware of the employment legislation and each one ensures that no candidate is discriminated against and in addition that each candidate is handled with the highest level of courtesy and professionalism to reflect ADVICE Executive Search high standards and respect for each individual.
All applications will be treated in strictest confidence. We shell protect your privacy and all personal information.

Nevertheless, by sending your application to us you signify your agreement to be the subject of our search. If you do not agree to this, please do not apply.


For additional information and/or any other kind of support, please contact our office:

Lead Consultant: Rudolf Fedorovici
44 bis I.C. Brãtianu Blvb., apt. 23
T: +4021-310.13.29


Rudolf advises international as well as major local clients on strategic HR consulting issues and high-end executive search projects. Involved in a large number of assignments, typically covering first layers of executive or non-executive management and highly skilled experts.

Functional expertise: General Management (Head of Region, GM, Country Manager, etc), Business Development (Commercial, Sales, Marketing);

Industry practice: Consumer Goods and Services, Business and Professional Services, Retail, Construction, Not-for-profit.


For additional information and/or any other kind of support, please contact our office

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