Business Development Key Account Manager

Business Development Key Account Manager

The Role

To identify, implement and manage the on-going development of new business sales activities. Promoting all products and solutions across the portfolio to nominated prospective accounts. Working with a definitive allocation of Regional Key accounts as required to meet business targets and objectives. Supported by a clear focus on identifying and winning new business clients within clearly defined commercial parameters and in line with Jungheinrich’s growth strategy.

Role Responsibilities

• Achieve pre-agreed targets for business activity levels across all business streams (contacts, meaningful engagement, market awareness, tenders, quotations, order intake, turnover, profitability).
• Working with a defined list of prospects (WIN) accounts, utilizing a new business tracker to map progress.
• Research the market to identify target accounts and develop strategy to optimize business development in the following areas – new customers, new industry segments and new product / solutions segments.
• Contact of prospect (WIN) accounts as required and effectively pursue prospective accounts to place incremental business at a profitable level with Jungheinrich.
• Establish and develop effective business development and account management strategies. This includes the implementation of quarterly review meetings involving internal and external stakeholders.
• Consistently striving to start and maintain relationships, working to ensure Jungheinrich is on prospect tender lists and the “next” supplier of choice.
• Pro-actively assist support functions in delivering excellent customer service across all profit centers and in achieving their individual targets.
• Business ownership approach to all opportunities, striving to provide the most profitable, suitable solution. Focus on a solution based selling approach to achieve the customer business goals across the full spectrum of Jungheinrich products.
• Compile detailed proposals & be competent in presenting to customers at a senior level.
• Complete/manage all elements of the administration process relating to a customer order for products & services.
• Maintain account planning tool on a regular basis.
• Responsible for the profiling of account data and updating into CRM system (SAP).
• Complete mapping of prospect accounts, including company hierarchies, series and systems order potential.
• Support the activities & strategies of SWA (Warehouse & Automation) team.
• Where required work within a cross functional team on specific projects.
• Work closely with allocated Area Service Manager (Key Accounts), Customer Service, Marketing and Business Support functions.

In addition to the duties and responsibilities listed, the jobholder may be required to perform other duties assigned by the Head of Sales.

Role Requirements

• Demonstrate an in-depth knowledge of MHE and SWA products, applications, applicable market segments and projects solutions.
• Commercial awareness and ability to identify new business opportunities.
• Sales experience with large corporate customers at a strategic, senior management, purchasing and operational level.
• Self-motivated with target and objective focus.
• Ability to manage conflicting requirements and meet deadlines.
• Professional communication and presentation skills.
• Good negotiation and influencing skills.
• Structured in planning and organization.
• Able to succeed and operate independently.
• Contribute to team environment.

Desirable Qualifications/Skills

• PC literate in particular SAP, MS Excel and Power Point.
• Experience of managing high value, high volume sales projects.
• Exposure to large project planning and implementation plans.

Travel

• The role will require travel throughout the UK and occasionally overseas. Full driving licence required.