Prague / Bohemian Region
Farnell element14 is now recruiting for a Key Account Manager; this is a home based role in Czech Republic (Prague / Bohemian region).
The role has no direct reports but will work closely with internal sales based in Krakow with Czech / Eastern European or English language to support key customers, develop business for those customers and in addition search for new customers through internal leads or by using available sources.
You will meet face to face with our top accounts and new potential accounts, and carry out key account management of the accounts, and consistently grow sales and profit within a set of assigned accounts and the whole region on a quarterly basis.
This position will require 80% of time spent at customer premises, developing and negotiating designs and contracts.
What is expected of the successful candidate :
Deliver quarter by quarter sales & margin growth in line with agreed targets.
Identify and convert a pipeline of new business opportunities in line with expected timescales and growth targets.
Identify and convert design of new projects and follow the designs into production.
Identify key competitor account opportunities and formulate plans to deliver and convert significant wins, ensuring maximum profitability from right product and services mix.
Responsible for all commercial elements of the owned and new accounts through business analysis and business planning.
Create and be accountable for key client proposals, contracts, Quarterly Business Reviews, and any further documentation, with support of Operations, Legal and Finance teams, following internal procedure.
Responsible for managing new agreement roll-outs, marketing plans and mobilisation, support activity to rapidly convert the business opportunity with support of Marketing and Quote and Technical functions.
Collaborate with assigned internal inbound sales agent to ensure efficiency and support to the the account base.
Collaborate with technical and quotes team to enable design wins and where needed quote, negotiate to secure orders.
Collaborate with legal and finance to drive sales using agreements / contracts and tenders.
Collaborate with marketing to drive specific product sales in the assigned account base.
Collaborate with central functions to deliver on customer promise.
Minimum one a quarter travel to the regional Eastern European head office in Krakow. Poland
Knowledge, Skills and Experience : Essential
Great communicator, interpersonal skills, and competitive mindset.
Direct sales experience.
Experience with Key Account Management.
Understanding of P&L, profitable sales, margin implications of particular sales and discounting policies.
Fluent in Czech (Slovak), plus fluent written and spoken English.
Minimum 3 years education after basic school.
Skilled negotiator of significant agreements with strong commercial acumen and numeracy.
Self-starter, able to work independently.
Analytical experience and ability to interpret financial and sales data and results.
Ability to collaborate and connect with others in a multi-channel multi-cultural environment.
Clean driving license. Desirable
Sales experience in the Electronics board or component space.
Background in Electronics and / or Distribution.
B2B Web and E-Business experience.
Proven strategic key customer account experience and sales negotiation competencies including financial analysis.
Demonstrable track record in driving results & profit delivery from ROI standpoint.