Are you ready to drive innovation and shape the future of the Retail Modern Trade Distribution?
Join our dynamic global team at tesa!
Our Mission: We create sustainable adhesive solutions that improve the work, products and lives of our customers.
We are on the lookout for a passionate and forward-thinking Key Account Manager to booster our main DIY accounts in Iberia and some accounts with International Coordination.
Ideally, based in Barcelona, Madrid or Lisbon, you will play a pivotal role in accelerating our sales and enhancing profitability.
In this role, you will be responsible for:
- Deliver sales growth, profitability and distribution targets for assigned key accounts and ensure optimal brand appearance on all relevant touchpoints.
- Drive strategic growth and profitability by developing and executing tailored Key Account plans together with relevant support of Sales Manager, Field Sales, Merchandising, Shopper Marketing and Sales & Customer Operations.
- Accountable for the development and contribution to Annual Business Planning & Effective Customer & Key Account Planning.
Main Functions:
- Drive profitable sales growth and secure customer loyalty by aligning with strategic business objectives.
- Develop and execute a mid-term strategic plan for assigned Key Accounts, aligned with regional business and marketing strategies & monitor progress based on aligned KPI´s.
- Driving data leads to a sales approach focused on sell-out and rotation.
- Analyze account performance, identify growth opportunities, take corrective actions to ensure achievement of PNS and profitability targets.
- Manage customer negotiations with to conclude commercial agreements contracts, bonus, trade spend, prices, listings & promotions.
- Continuously expand and optimize tesa products offering on appointed customer channel and proactively seek new growth opportunities.
- Support new product launches and campaign rollouts on customer channels and initiate actions to improve availability, visibility & conversion to boost share.
- Ensure company standards for CRM use, providing high-quality, complete and accurate CRM data as Contacts, Opportunities, Prospects.
- Build and maintain a high-quality pipeline while achieving KPI targets within own ar-ea of responsibility, such as pipeline value, won projects and customer visits.
- Ensure excellence in pricing, contract management, and service quality to foster customer loyalty and execute the company's strategy.
- Collaborate with Demand Planning to provide accurate sales forecasts, improving forecast accuracy and product availability for customers.
- Ensure customer satisfaction by managing opportunities or claims through effective collaboration with support functions such as Sales Support, Quality and BusOps.
Successful candidates will have:
- Bachelor’s, Master’s degree or proven international Sales expertise.
- 5+ years of experience in a similar Sales role, preferably in a multinational company environment.
- Proven experience managing Key Accounts with a focus on strategic growth and stakeholder influence.
- Fluency in written and spoken English and Spanish. Portuguese is a plus.
- Excellent communication, negotiation, and stakeholders management skills.
- Advanced presentation skills and ability to lead virtual teams.
- Proficient in leveraging digital tools such as CRM systems to enhance daily work efficiency.
- Expertise in contract management.
- Expertise in project management.
- Working autonomously and self-driven, while proactively seeking support when needed.
- Easily adapting to change and ambiguity.
