Key Account Manager (KAM) - Regione Toscana
As Key Account Manager (KAM), you will be responsible for managing and developing key account customers within the Tuscany region. You will have the opportunity to join an exciting and dynamic team, supporting the Sales Team and closely collaborating with internal stakeholders to drive growth in your designated area.
Role Purpose
Within our Sales functions, the teams are focused on district performance and partnering with our customers to improve their understanding of the RS value proposition by discovering their needs and applying the right solution. This role adds and creates value, driving an effortless experience to create brand loyalty and increase share of wallet in the Tuscany region. The purpose of the RS Key Account Manager role is to achieve significant growth from high-quality opportunities identified by selective and targeted activity with high growth potential customers within a defined portfolio.
This is achieved by providing customers with personalized account management that supports the needs of customers' individual job functions as well as supporting the objectives of their wider business to the degree that RS becomes their First-Choice supplier within their supply chain strategy in multiple product categories. Achieving First Choice status with high growth potential customers is influenced through high-quality consultations on solutions and products, where customer needs and challenges are explored, and the deployment of the RS Value Proposition, services, and solutions are implemented to meet customer needs and overcome challenges.
Responsibilities
* Ownership for the creation and delivery of growth focus plans, growth-related activity plans, and growth outcomes, mobilised through both face-to-face and virtual customer activity and through a supporting matrix sales and sales supporting organisation.
* Sales, Gross Margin, Gross Profit, and Own Brand growth achievement for the whole district portfolio customer base against targets.
* Matrix working and collaboration with internal sales and all other internal partners.
* Utilise Salesforce fully to effectively gather data and insight around customer opportunities and existing business.
* Achievement of Value-Added Solutions growth and inventory management solutions installations against targets - influenced through self and through a matrix sales and sales support organisation.
* Deployment of the RS Value and RS Technical Propositions to customers to achieve long-term customer relationships and agreements.
* Accountable for the commercial proposition, customer pricing agreements, and customer commercial terms within commercial governance guidelines.
* Work closely with strategic suppliers on target customers.
* Accountability for customer data integrity and protecting data confidentiality, following local legislation requirements.
Essential Skills & Experience
* At least 4 years' experience in a commercial role (sales or business development role).
* Proven ability to drive sales growth and exceed set targets.
* A consultative approach to understanding customer needs and providing the right solutions.
* Experience working within a matrix organization.
* Proficiency in Salesforce and business planning tools.
* Strong business acumen, project management, and strategic decision-making skills.
* Ability to manage complex negotiations and contractual agreements.
* Excellent interpersonal and communication skills, with the ability to present at senior business levels.
* Passion for customer service and strong results orientation.
* Proven track record in identifying and validating customer spending potential and managing a strong sales funnel.
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