Job Specifications
We are searching for a Regional Key Account Manager for the Paris – Ile-de-France 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 factbased (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: Paris area – France.
What We Ask
Critical Competencies:
Academic/Master (WO) level with more than 3 years' experience
In-depth knowledge of B2B and Foodservice market;
In-depth knowledge of Sales
Awareness of food industry (nice to have)
Business Development knowledge
Marketing knowledge
Procurement knowledge
Languages: native French and business English
Skills:
Result oriented, creative with excellent problem solving, analytical and
Influencing skills
Entrepreneurial and commercial skills, winning mentality, agility,
Resourcefulness
Pro-active, willing to take ownership, driving
Excellent inter-personal communication skills incl. questioning and listening
Ability to think analytically and conceptually, i.e. seeing the bigger picture in a complex environment, yet execute pragmatically
Account management, Execution and Closing
Negotiation and Value-Based Selling skills
Able 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 same
Project management skills
Measuring performance with appropriate measures: understanding why a project succeeded or failed; and using this understanding to improve future outcomes
Digitally savvy
Main KPI’s : Volume, Level of average net price, DSO and overdues
Sales forecast accuracy
Attitudes:
Leveraging relationships
Show business and commercial sense
Behaving commercially obsessed
Generating impact
Acting with ethics and values
Driving customer business
Team player
What We Offer
Full-time permanent contract - position to be filled immediately
Remuneration depending on profile + 10% bonus on objectives
Company car (used professionally and personally)
Vacancy Description
Main Accountabilities /Key Tasks:
Sales strategy
Co‑build the France commercial plan with national accounts by bringing a regional perspective to maximize growth.
Co‑develop the Market Segment strategy and design and implement the Sales strategy for regional wholesalers.
France Growth: Strategic Deployment of Indirect Sales
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.
Work closely with the operators team through joint events with distributors (trade shows, speed‑dating sessions,co‑negotiations, joint field visits, etc.).
Mental and physical availability
Build an optimal coverage in affiliates of wholesaler groups and independent
wholesalers to enhance our physical availability
Increase mental availability through strong digital & data partnership with customers
Relevant portfolio
Build an optimal portfolio architecture
Identify and capture market developments, opportunities and ways to innovate
Continuous Improvement
Improve and embed the way of working around the commercial processes (forecasting, opportunity management, contracting, blue sheeting, value based selling)
Customer preference
Build a clear, strong and long term customer preference with our strategic customers (a.o. visits, questions, complaint handling, OTIF-deliveries)
Align with relevant stakeholders within broader FC-organization (other disciplines, adjacent sales teams)
Ensure contracting fulfils legal requirements
Deploy a Joint Business Planning approach with all our strategic customers to strengthen long-term partnerships, align mutual objectives, and maximize shared value creation
Fact based
Steer on financial parameters (i.e. volume) and on leading KPIs (average net price; level of discount; level of A&P)
Manage the SG&A-budget
Drive implementation and improvement of digital tools to support commercial processes (Salesforce)
Nourish the team
Owner’s mindset & commercially obsessed
Be innovative and decision oriented to participate to shape continuously a better Sales team
Bring relevant input to line manager & KAM Horeca or Bakery wholesalers groups to support them to provide the best win-win offer to wholesalers groups
Staying true to who you really are, that is your starting point at FrieslandCampina. Because it is precisely by embracing our differences that we can grow together. We want to create a working environment that allows all employees to bring their best and authentic selves. If who we are suits you, but you're not sure if you're the best fit for
About the Company
FrieslandCampina is a large international dairy company with a cooperative history dating back more than 150 years. The company processes milk into a wide range of dairy products and ingredients. Royal FrieslandCampina N.V. is fully owned by Zuivelcoöperatie FrieslandCampina U.A., with 14,634 dairy farmers in the Netherlands, Belgium and Germany as members. Through the cooperative, these member dairy farmers jointly own the company.
FrieslandCampina provides consumers with dairy products, such as milk, yoghurt, condensed mi...
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