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Industrial Key Account Manager

Industrial Key Account Manager

  • Location Belgium - Flexible
  • Travel required Yes - up to 75%
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 138847BR
  • Experience level Intermediate
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Job summary

We are a global energy business involved in every aspect of the energy system. We are working towards delivering light, heat and mobility to millions of people, every day. We are one of the very few companies equipped to solve some of the big complex challenges that matter for the future. We have a real contribution to make to the world's ambition of a low carbon future. Join us, and be part of what we can accomplish together. You can participate in our new ambition to become a net zero company by 2050 or sooner, and to help the world get to net zero.

Would you like to discover how our diverse, hardworking people are leading the way in making energy cleaner and better – and how you can play your part in our world-class team?

Join our Customer and Product Team and advance your career as an

Industrial Key Account Manager

to manage the interface between the Company and a small number of Accounts in a territory, and will drive growth within our existing customer portfolio, as well as identifying and exploiting new opportunities in the defined market space.


In this role You will:

  • Develop (and agree both internally and externally) the annual Key Account plan for each Key Account around responsibility. These Key Account Plans are aligned with the overall business strategy and any agreements with relevant strategic partners (OEM etc.). They should also be aligned to internal marketing initiatives and product/services launches, the Key Account’s expectations and needs as well as being fully compliant to both the companies and customers HSSE, Ethical and compliance standards. They will encompass improvement of agreed performance indicators for both the Key Account and the company and drive increased overall profitability in line with the business strategy.
  • Input to and implement a regionally agreed Prospecting strategy for key accounts, including data gathering, market knowledge, customer and relationship management and tender/offer processes, which may include participation in processes across several territories and/or countries, as well as channels.
  • Implement the annual Key Account plan with the Account portfolio, regarding:
    • Identifying critical customer needs and match our Value Proposition to those needs.
    • Execution of agreed activities to maximize Customer and Company objectives and value
  • Stakeholder and Relationship management at all levels and through all functions of the Customer and the Company
  • Lead all revenues and costs associated within the activity at the Key account to maximise impact on account profitability
  • Collect and monitor results from the execution, both from a Customer and a Company perspective, analyse against the planning and run (min) quarterly Business reviews to undertake corrective actions if necessary. Share insight, market knowledge and experience in structured format using available CRM tools and methodology.
  • Understand and fulfil agreed specific Product Quality & Compliance accountabilities which apply to the role of National Key Account Manager.
  • Ensure legal & OMS compliance to all regulatory and internal requirements

What You will need to be successful:
  • Proficiency in English, Dutch and French language
  • University degree or equivalent experience
  • Minimum 5 Years of experience in B2B Account Management
  • Experience of working in a matrix organization with complex customer interfaces
  • Excellent written and oral communication skills and ability to build effective working relationships
  • Experience of handling negotiations at board level
  • Understand the customer profitability and value chain
  • Performance driven personality
  • Lubricant experience desirable but not essential

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