Key Accounts Manager

We are searching for a Regional Key Account Manager for the Lyon – Rhône-Alpes region. Responsible for the sales in H&B affiliates and independents distributors and for implementing the sales strategy within Horeca and Bakery France. Driving an entrepreneurial mindset, continuous improvement, a fact based (a.o. digital) way of working, proper relationship management. Be a positive stakeholder of the engagement of the Sales team. Responsible for the agreed volumes in his/her regional scope. Contributing as member of the H&B France commercial team to the total performance of H&B France division.Business location: Rhône-Alpes region – France.What we ask:Critical Competencies:Academic/Master (WO) level with more than 3 years' experienceIn-depth knowledge of B2B and Foodservice market;In-depth knowledge of SalesAwareness of food industry (nice to have)Business Development knowledgeMarketing knowledgeProcurement knowledgeLanguages: native French and business EnglishSkills:Result oriented, creative with excellent problem solving, analytical andInfluencing skillsEntrepreneurial and commercial skills, winning mentality, agility,ResourcefulnessPro-active, willing to take ownership, drivingExcellent inter-personal communication skills incl. questioning and listeningAbility to think analytically and conceptually, i.e. seeing the bigger picture in a

complex environment, yet execute pragmaticallyAccount management, Execution and ClosingNegotiation and Value-Based Selling skillsAble to work in matrix and network organization with multi-disciplinary approach.Able to take decisions with pace and decisiveness and able to give others the

confidence to do the sameProject management skillsMeasuring performance with appropriate measures: understanding why a project

succeeded or failed; and using this understanding to improve future outcomesDigitally savvyMain KPI’s : Volume, Level of average net price, DSO and overduesSales forecast accuracyAttitudes: Leveraging relationshipsShow business and commercial senseBehaving commercially obsessedGenerating impactActing with ethics and valuesDriving customer businessTeam playerMain Accountabilities /Key Tasks:1. Sales strategya. Co‑build the France commercial plan with national accounts by bringing a regional perspective to maximize growth.b. Co‑develop the Market Segment strategy and design and implement the Sales strategy for regional wholesalers.2. France Growth: Strategic Deployment of Indirect Salesa. Be proactive in deploying the indirect sales strategy by developing as many operators as possible through our distributors, in order to accelerate growth and achieve France objectives.b. Work closely with the operators team through joint events with distributors (trade shows, speed‑dating sessions,co‑negotiations, joint field visits, etc.).3. Mental and physical availabilitya. Build an optimal coverage in affiliates of wholesaler groups and independent wholesalers to enhance our physical availabilityb. Increase mental availability through strong digital & data partnership with customers4. Relevant portfolioa. Build an optimal portfolio architectureb. Identify and capture market developments, opportunities and ways to innovate5. Continuous Improvementa. Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, value based selling)6. Customer preferencea. Build a clear, strong and long term customer preference with our strategic customers (a.o. visits, questions, complaint handling, OTIF-deliveries)b. Align with relevant stakeholders within broader FC-organization (other disciplines, adjacent sales teams)c. Ensure contracting fulfils legal requirementsd. Deploy a Joint Business Planning approach with all our strategic customers to strengthen long-term partnerships, align mutual objectives, and maximize shared value creation7. Fact baseda. Steer on financial parameters (i.e. volume) and on leading KPIs (average net price; level of discount; level of A&P)b. Manage the SG&A-budgetc. Drive implementation and improvement of digital tools to support commercial processes (Salesforce)8. Nourish the teama. Owner’s mindset & commercially obsessedb. Be innovative and decision oriented to participate to shape continuously a better Sales teamc. Bring relevant input to line manager & KAM Horeca or Bakery wholesalers groups to support them to provide the best win-win offer to wholesalers groupsWhat we offer:Full-time permanent contract - position to be filled immediatelyRemuneration depending on profile + 10% bonus on objectivesCompany car (used professionally and personally)Belongs to the Sales DepartmentReporting to the Sales Manager Regional Account Thoughtful collaboration with:Internal: Global Professional sales community, Supply Chain, Commercialization, Marketing, Development, Demand Planning, Pricing Management, QA, ACEExternal: Purchase, marketing and supply chains teams of regional wholesalersFrieslandCampina: For thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are. We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world.