Key Account Manager Pharma & Electronics

About the role

The overall goal for the Key Account Manager is to drive customer retention and new sales. Manage the Account plan and monitor progress against the agreed targets and objectives and decide on appropriate interventions to deliver on the target performance levels.

Sales must be achieved through (1) winning regional tenders (2) winning new business in new segments or geographies (3) delivering strategy and innovation pipelines within the Key Account(s). The Key Account Manager is responsible for customer satisfaction loyalty and delivering a customer experience better than our competitors in order to keep and win new business.

Internally the Key Account Manager will work with the country National Account Managers to ensure that focus on these accounts is maintained appropriate relationships are developed and offers delivered. The Key Account Manager will report to the Key Account Director/BU Lead to bring the best DSS has to offer to our customers. Externally the Key Account Manager will build strong relationships with customer stakeholders so that they stay longer and buy more.

Key Responsibilities:

• Deliver profitable sales and sales growth for his Key customer(s).

• Proactively managing the account to keep incumbent business and avoid sales leakage

• Win tenders on incumbent business and manage tenders across the Division working with all stakeholders in sales finance marketing ventures CTC legal and deal desk. Present tender strategies to the KAD for the CTC

• Win new business in new segments develop new value add offers within the CBUs key customers and their segments and execute on new wins

• Share insights into the business - cultivate and instigate appropriate proactive responses and differentiated offers. Develop and execute on new compelling offers and value propositions within The CBUs Key Customer

• Drive the key account sales pipeline across all marketing and sales (impact / pack right)

• Nurture the account delivering the innovative solutions and models to embed DSS in the account and deliver long term growth and increase switching costs

• Manage innovation pipelines within DSS and our customers

• Manage the continuous development and execution of the long/medium-term key account strategy - manage the three year account plan for the account(s) aligned with the KAD and develop the right sales solutions for each customer by focusing on the customers strategy and orienting to provide value against future need

• Manage the Key Account Plan and profitability of the key account(s). Report on these and deliver action to improve profitability

• Develop promote and contribute to the development of medium to long term partnerships and relationships with stakeholders of Key Customers

• Responsible for customer satisfaction loyalty and delivering improved customer experience. Become the best ambassador of the DS Smith brand positioning DS Smith as the experts in the field of packaging solutions.

About You

• Master degree within business/marketing MBA or equivalent

• Previous experience from Key Account commercial roles with demonstrated results from driving and managing sales growth and development and successful sales/account strategy development and execution

• Ability to intelligently operate and navigate in a multinational matrixed corporation

• Strong business acumen with high levels of influencing negotiating skills and cultural sensitivity

• Proven ability to grasp analyze and initiate actions based on strong financial insights and understanding

• Demonstrated marketing customer experience commercial and sales leadership skills

• Demonstrated understanding of what it means to be a brand ambassador

• An analytical independent and methodical international people leader

• Excellent interpersonal communication skills with the ability to work with all levels of internal and external partners; strong stakeholder management skills

• Super User level in Microsoft Office applications particularly in Power Point and Excel

• Fluent spoken and written English; a second language is preferred.