Key Account Manager

Overview

Key Account Manager - Brasil at RATIONAL AG. The KAM is a core function of the national sales process within the wider RATIONAL key account management structure. The KAM role involves developing key account business, introducing RATIONAL products and services, and building long-term relationships with key accounts.

Responsibilities

• The sustainable development of the key account business within the territory with the aim of making RATIONAL the Partner of Choice by delivering tangible customer benefits.
• The selection and identification of Key Accounts within the territory where RATIONAL can deliver tangible customer benefits.
• The introduction of RATIONAL products and services to future Key Account customers.
• Leading, maintaining and developing long-term relationships with both existing & new Key Account customers.

Primary Focus

• Identification of new customer opportunities.
• Build & maintain excellent trust based customer relationships.
• Management of Key Account sales opportunities.
• Leading National Key Account customers within the territory.
• Collaborate with the International Key Account Management (IKAM) team to manage International and Global customers within the territory, including alignment of pricing and contracts and providing regular updates on activities.
• Develop and execute the local Key Account plan and annual budget targets.

Additional Tasks (not limited to)

• Act as the Voice of the Customer within the RATIONAL organisation.
• Create and develop key account target group specific concepts (culinary concepts with local corporate chefs).
• Plan and record all open business opportunities in a CRM system.
• Meet activity targets using a structured sales approach towards key accounts.
• Understand and translate the customer’s strategy into relevant customer-specific concepts.
• Systematically collect and analyze market trends and market intelligence and share with colleagues accordingly.
• Management and leadership of national customer-specific projects.
• Support local market tests and market rollouts for Key Account customers.
• Develop Key Account customer specific service, hardware and strategic software solutions in alignment with the IKAM team.
• Provide input and take ownership for continuous business improvement to develop the organisation and its offerings and processes.
• Participate in or assist partners in trade shows and events where required.
• Report monthly updates to executive management covering sales activities, achievements, project progress, opportunities, risks and relevant market/price information.

Practical Experiences / Skills

• Extensive relevant key account sales experience and existing relationships in the kitchen equipment or hospitality industry.
• A keen understanding of customer needs.
• Strong networking skills.
• Outstanding skills in relationship management, communication, negotiation and selling.
• Strong sense of customer service and professional demeanor.
• A passion for good food.

Qualities

• Great moderator and presenter.
• Entrepreneurial spirit with a hands-on mentality.
• Proactive, enthusiastic, open-minded and customer-oriented.
• Results oriented.
• Self-motivated and driven by self-initiative.
• Team player, actively fostering RATIONAL values.

Languages

• Fluent Portuguese (written & spoken).
• Strong English (written & spoken).

Key Contacts

• Internal regional: AVP, MD, SD, RSMs, Application Manager.
• Internal international: International Key Account Management.
• External: Key Account customers, consultants, dealers, freelancers, service partners & food suppliers.

What We Offer

• Competitive salary for the position.
• Performance-based bonus.
• Online training program.
• Online language course.
• Company vehicle.
• Health insurance.
• Dental insurance.
• Life insurance.
• Meal allowance - voucher.
• Fuel allowance - voucher.
• Access to partner specialists in psychological, financial and legal care.
• Discounts at partner pharmacies and on medicines.
• TotalPass or Wellhub.

We look forward to receiving your application. Your referral is also welcome. For questions, please contact Ettori Cavazzini at

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Sales and Business Development

Industries

• Machinery Manufacturing

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