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Global strategic accounts manager

Date 01/06/2018

To support the further expansion of our business, we are now inviting a seasoned leader to join our team.

Piab manufactures components, based on vacuum and gripping technology, for industrial automation and material handling machinery. The products are based on innovative solutions that improve the energy-efficiency, productivity, and working environments of vacuum users around the world. These products are used by customers principally for automation, material handling and Manual Handling, but also for other areas of usage in a wide variety of industries in gripping, lifting and holding applications.

 

To support the further expansion of our business, we are now inviting a seasoned leader to join our team.

Key Responsibilities

Reporting directly to one of the Regional Directors, this is a significant leadership position where you will play a key role in the growth and development of Piab’s global strategic accounts business.

Collaborating closely with Regional Directors, country managers, and local account managers, your main responsibilities include:

  • Drive profitable sales growth targeting global strategic accounts.
  • Facilitate relevant and effective global account coordination.
  • Drive actions/account plans to grow share of wallet (SoW) and customer base.
  • Perform account reviews with the account teams.
  • Lead and oversee the process around global key account agreements.
  • Oversee business planning, budgeting and pricing models.
  • Initiate product adaptation decisions and facilitate project coordination with our HQ based Strategic Account Support teams, who executes and delivers the decided product adaptations. 
  • Develop knowledge and competency in complex selling and strategic account management.
  • Identify gaps & opportunities within Sales organization & implementation of improvement plans
  • Identify and document best practice and share within sub regions

You will set up vision and goals and formulate expectations accordingly. You will be leading, training and supporting the sales teams to drive growth with global strategic accounts.

Requirements

  • University degree
  • Sales management skills & experience with a history of achieving targets
  • Knowledge in Key Account Management sales and account management process.
  • Experience in successfully managing global accounts in a Key Account Management role and/or in direct sales vs large international accounts
  • Effective engaging communication and leadership style
  • Experience of senior sales leadership roles working across different cultures with proven results
  • Ability to motivate and develop staff
  • Excellent presentation skills
  • Proficiency of written and spoken English
  • Knowledge of other languages a plus
  • Moderate to extensive global travel required

Skills and Abilities

  • Collaborate naturally with colleague’s cross-function to improve overall outcomes
  • Passionate about sales development
  • Driven and enthusiastic in achieving results
  • Enjoy coaching people towards achieving reachable but challenging goals
  • High-energy self-starter with developed entrepreneurial and leadership skills
  • Work with a high level of integrity
  • Customer oriented and flexible

Contact

Please send your CV to Nancy Stronach, HR Manager Americas nancy.stronach@piab.com

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