Corporate Account Manager

RS Components A/S - Jylland/Denmark


Can you create sustainable trusted partner relationships?

Can you create sustainable trusted partner relationships?

The Corporate Account Manager holds an important strategic role accountable for executing the Scandinavian Strategy across a number of high growth potential, large and complex customers.

The Purpose of the job:

  • The Corporate Account Manager owns the development of B2B relationships with ‘Corporate’ customers to create sustainable trusted partner relationships by creating and delivering value. This includes collaboration and the use of the Key Account Managers in each district
  • Use industry thought leadership and customer insight to shape customer procurement strategy, position RS Components as an invaluable supplier and grow the share of customer spend
  • Build an effective stakeholder network with your customers at senior levels across relevant functional departments to create engagement and consensus
  • Develop, negotiate and brilliantly implement great commercial contracts that deliver maximum revenue at optimal cost to serve.

 

Responsibilities and tasks

  • Accountable for the sales and profit for a defined set of customers in a portfolio
  • Influence the development of the product and services portfolio and marketing plan in conjunction with the relevant functional teams to support the current and future growth potential of each customer
  • Responsible for the execution of the Scandinavian Go to Market Strategy and to support the ongoing development, using local and national market insight
  • Be aware of and understand the key commercial strengths and weaknesses of competitors and the full scope of their propositions, exploiting weaknesses and maximizing RS strengths in pursuit of the growth goals
  • Assertively develop and maintain a pipeline of new business opportunities and manage the rolling growth forecast effectively for the industry
  • Develop, manage and promote segment specific events and thought leadership forums to engage with senior level contacts to maximize growth potential of existing and new customers

Sales

  • Meet and exceed objectives for revenue, margin, RS Pro and e-commerce
  • Develop and drive sales strategy in cooperation with local sales teams, and Sales Director
  • Be a role model
  • Responsible for sales campaigns
  • Coordination of a few Global Accounts Scandinavia
  • Arrange “social” events with costumers
  • Deep insight into the behaviours, expectations, needs and developments in the maintenance repair operations (MRO) and Electronics sectors

Decision Making

  • Execute appropriate agreements for contracts, tenders and quotes to achieve sales growth and customer profitability
  • Make decisions aligned with the External Key Account Manager guidelines, and Sales Manager Scandinavia

Communication

  • Regularly report and review planned and achieved activities with the Sales Manager Scandinavia
  • Utilize interpersonal skills to develop and maintain key relationships – both internal and external
  • Monitor and report on business performance against plan. Identify issues and opportunities effecting sales/margin performance and recommend action plans
  • Good skills in communication, with the ability to deliver effective presentations
  • Fluent in Danish and English – written and spoken

 

Your skills

Essential

  • Highly experienced sales person
  • Strong commercially driven personality
  • Highly aware of own impact and what drives and motivates others
  • Good knowledge of the customers behaviours and expectations in the B2B environment
  • Thorough understanding of customer behaviours and purchasing patterns
  • Good understanding of RS customers and industry sectors
  • Fully confident in mapping customers and uncover their potential
  • Analytical, structured, innovative and entrepreneurial mind-set
  • Excellent interpersonal/networking skills
  • Strong negotiation and influencing skills
  • Able to communicate at the highest levels of an organisation, with customers, suppliers and in the RS organisation
  • Commercial acumen, vast commercial and negotiating experience, gained in dealing with large accounts
  • Demonstrate planning, time management and prioritisation skills
  • IT Literate with good working knowledge of SAP, CRM systems, Microsoft office, especially Excel and Power Point
  • Positive and proactive mind-set

 

Desirable

  • Business degree or equivalent (strong commercial background)
  • Experience of both internal and external Sales roles
  • Experience within a multi-channel B2B environment
  • MRO, OEM and/or electronic product knowledge and industry awareness (e.g. competitor landscape, key suppliers, market segments)

 

Scope of the role

  • Develop and maintain large and complex customers in Denmark. Coordination of a few Global Accounts Scandinavia
  • Work effectively with other non-sales and sales colleagues across the group such as KAMs, iKAMs to maximise opportunity for both RS and the Customer
  • Review business opportunities for RS to utilise their service offerings and align their ability to demonstrate savings and value to the customers
  • No direct report responsibility; this position is however the most senior sales role and it is therefore a leadership role with expectations to lead, coach and have influence over the development of sales capability across the Scandinavian sales teams.

What we offer
You will be part of a truly global and market leading business with the resources and drive to grow considerably over the coming years. You work in a professional global organisation with a long history of over 80 years that has always had the customer and suppliers at the heart of the business. The company is focussed on innovation and continuously strives to provide the very best quality products that lead the way on energy efficiency, safety and that have the least impact on the environment. 

 

RS Components offers an exciting and challenging environment where everyone has the opportunity to deliver their best and reach their full potential. The company is committed to creating a diverse and inclusive workplace, embracing individuality and independent thinking as well a fun and exciting environment. RS Components provides professional growth and development opportunities with the possibility of international career opportunities.

 

We look forward to hearing from you

If this position is interesting to you, please send your CV through www.mercuriurval.dk (ref.no. DK-06864). For additional information please contact consultant Rikke Henningsen, by phone +45 2274 0856 or e-mail rikke.henningsen@mercuriurval.com

Om virksomheden

RS Components is a trading brand of Electrocomponents PLC. With operations in 32 countries, they offer around 500,000 products through the internet, catalogues and at trade counters to over one million customers, shipping more than 44,000 parcels a day. The products, sourced from 2,500 leading suppliers, include semiconductors, interconnect, passives and electromechanical, automation and control, electrical, test and measurement, tools and consumables.