JOB STATEMENT
The Regional Key Account Manager is responsible for sales growth, price maximization and business development for a number of regional key (construction) accounts. This role will promote all distribution-construction related products at the key account level.
JOB DUTIES AND RESPONSIBILITIES
• Make regular visits to a number of selected global/regional key accounts (Lafarge, Cemex, Heidleberg & Holcim) and selected regional key accounts (Vulcan, Martin Marrietta, Oldcastle, & Rogers) to promote the Metso high level strategy, technology advantage and distributor network.
• As a part-time member of the distribution management team, the RKAM will provide regular reports, updates and feedback (market intelligence) regarding the activities, projects and organization of the regional key accounts.
• Pursue sales growth of the distribution product portfolio via development and implementation of regional key account management programs.
• Working in co operation with the distributor sales managers, the key account manager will ensure key personnel at the regional key accounts are fully informed regarding Metso sales and product strategies.
• Working in co operation with the global account management team, the RKAM will provide support and input to global initiatives, framework agreements and business development opportunities for key strategic global accounts (Lafarge, Heidleberg & Cemex presently)
• Monitor and evaluate sales trends for the different products, carrying out market analysis to identify potential, opportunities and variances. Work with the product line support groups to take corrective actions where required.
• Maintain agreed sales policies and performance standards to ensure quality, customer response, customer satisfaction and profitability.
• Develop a clear understanding of territory activity, quotes and customer needs, and effectively communicate and document this information to management and product line personnel.
• Liase with the MCT distribution management support team to ensure effective technical support, training, trouble shooting and key account development programs are created / maintained
• Establish and maintain a good Metso company image within the regional key accounts by motivating and assisting all Metso resources to provide exceptional service, a professional business-distribution management attitude and up-to-date product knowledge.
• Demonstrate cooperative team effort within the MCT distribution management team.
• Work with the MCT distribution support team and market area marketing communications team to develop effective marketing programs to maximize creation of new business opportunities with the regional key accounts.
• Provide formal market intelligence regarding competitive pricing and sales activity to the MCT services and equipment & systems product lines.
• This position requires sound sales and / or product management expertise, good customer relation skills, ability to work within a team environment, mechanical aptitude, creativity, innovation, and ability to see the larger picture.
Requirements: QUALIFICATIONS & EXPERIENCE
• Degree in engineering discipline (mechanical, chemical, metallurgical) preferred but not essential. Minimum fifteen years experience in field sales and / or product management.
• Minimum five years in a field sales or sales support role.
• Experience of distributor management an advantage. Experience of key account management an advantage.
OTHER KEY SKILLS / KNOWLEDGE
• Familiarity with the broad range of MCT construction and consumable products
• Familiarity with construction / aggregate applications, industry and customer base (deeper the better)
• Business development skills
• Strategic planning and implementation
• Internal & external marketing techniques
• People skills including the ability to influence people effectively at all levels
• Listening to and understanding key customers business goals and objectives
• Understanding of distribution management processes and sales management processes
SKILLS AND ABILITIES
• Strong leadership and relationship building skills, a bias for action and detail-oriented behaviors are required.
• A high level of computer skills is essential – Excel, Word, Lotus Notes and Access.
• A highly motivated, self-starting individual with the ability to plan, organize, work under stress, meet deadlines and work independently is required.
• Ability to work in a team atmosphere.
• Must be capable of effective report writing
• Must be capable of effectively and accurately working on several projects at one time, and organizing, prioritizing tasks and working in a fast paced environment.
• Strong communication, co-operation, interpersonal and presentation skills to manage internal and external interfaces.
• Ability to travel frequently. Extensive overnight travel to locations locally and in remote areas is required.
• Must be able to effectively communicate verbally.
• Must have a valid driver’s license.
We offer: We offer a competitive salary and a comprehensive benefit package.