International Key Accounts Manager Linde Material Handling is one of the world leaders in the manufacturing of forklifts, industrial trucks, and high-performance solutions for intralogistics. Since 2006, Linde has been part of the KION Group.
We operate in more than 100 countries globally, with approximately 13,000 people working for the brand. A network of over 8,500 service technicians ensures maximum availability of Linde trucks and solutions, supported by our global logistics network.
We are built on a solid foundation of providing expert service and product solutions to our customers. We believe our success results from the skills and commitment of our team members.
Our values are as follows: INTEGRITY – we do what is right; COLLABORATION – we trust each other; COURAGE – we change and innovate; EXCELLENCE – we deliver exceptional value to our customers.
You will be part of a successful global company in an international environment. Are you ready for a new challenge? Then you might be the person we are looking for!
What we offer: We offer a very dynamic and interesting job with a pleasant and flexible working atmosphere as well high visibility within the company in a team with clear development opportunities.
Tasks and Qualifications: Purpose of position:
We are looking for a passionate International Key Account Manager who will partner with our customers and ensure their long-term success. Your role is to manage a portfolio of assigned customers, develop new business from existing clients and actively seek new opportunities.
You will maintain and expand relationships with strategically important International Key Accounts.
You will be responsible for achieving sales quota and assigned strategic objectives on your assigned customers.
You will represent the entire range of company products and services to assigned customers, while leading the Customer Development Plan and ensuring assigned customers' needs and expectations are met by the company.
Your core responsibilities:
Establish productive, professional relationships with key stakeholders in assigned customer accounts.
Coordinate the involvement of company stakeholders, including support, service, and management resources, in order to meet account performance objectives and customers' expectations.
Meet assigned targets for profitable sales volume and strategic objectives in assigned accounts.
Proactively lead a Customer Development Plan to reach performance objectives and meet critical milestones.
Proactively assess, clarify, and validate customer needs on an ongoing basis.
Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company stakeholders.
Establish relationships with customers at different hierarchical levels (purchasing, HSE, logistics managers, plant managers…).
Visit sites in different countries to assess material handling needs, competitive situation, and fleet optimization potential.
Overall international travel times will be around 60% (3 days out of 5). This is crucial to really understand customer/site needs and to build strong relationships.
Build a close relationship with the Customer Operations department for close follow-up of customer activities as well as to the tools and solutions department (customer reporting, rental calculation tools, fleet optimization…).
Your profile:
Four-year college degree from an accredited institution with international focus.
Minimum five to ten years of experience in a business-to-business sales environment.
Providing minimum one other professional experience in another company than Kion.
Strong and proven negotiation skills needed to convince different types of purchasers as well as plant and logistics managers.
Strong personality to resist tough pricing discussions as well as difficult periods concerning customer issues.
Convincing behaviour beyond hierarchical structures to align customer strategy and deployment with nominees in the various countries.
Highly developed communication skills to act efficiently - internally and externally - with various counterparts.
Profound strategic planning skills to develop and implement Customer Development Plans.
Strong team player attitude as IKA department can only perform with the strong willingness to win as a team.
Proven performance in former activities/professional experiences.
Willingness to go the extra mile to reach a high level of performance.
Workshop experiences to conduct customer or internal workshops on special topics.
PC proficiency (MS Office, SAP…).
Proficiency in English. A second and third language is highly valued.
#J-18808-Ljbffr