DescriptionThe role: To manage the global relationship with the European Customer (EC) in order to increase our market share and profitability within this client at European Level.To coordinate, motivate and support the Account team members, optimizing the available resources.To achieve the objectives agreed and detailed in the Account Plan.Tasks / Functions / main responsibilities:SalesTo build, with the support of the Account Team members, and in accordance with the EKAD, the European Customer´s Account Plan where the medium term strategy, goals and actions are described. To keep these Account Plans updated at least on quarterly basis.To act as a conduit between SAICA PACK and the European Customer contacts to build agreement and commitment with the key customer stakeholders through the negotiation and business planning process.To implement and execute the European Customer´s agreed Account Plan.To lead tender and/or contract renewal processes.To manage, with the EKAD, the final Commercial and Contract negotiations for all countries involved.To lead the Price renewal processes across Europe.To establish the annual sales forecast (volumes and prices) for the European Customer assigned (per country and plants concerned).Coordinate with the European Sales Coordinator to meet the requirements of the European Customer, respecting assigned deadlines.Saica Sales System (SSS)Improve the competitiveness and profitability of the European Customer through the implementation of optimization plans detailed in the Operational Master Plan (OMP) of each customer.Analyse the results of sales, margins and customer share and implementation of the Operational Master Plan (OMP), in coordination with the EKAD and Account Team members.Comply with and enforce communication procedures for securing a perfect alignment with all SPK stakeholders. Encourage the use of the business information systems of the company, to ensure maximum reliability of reporting for sound decision making.Prepare bi monthly report on activities and results for each European Customer.Monitoring and to analyse the Quality performance at European level and to launch, if needed, the corrective action plans in coordination with the Account Quality Manager (AQM) or the countries quality organizations.InnovationCoordinate and supervise the activity of Senior Innovation Managers to fulfill customer expectations on Innovation.Monitoring and tracking the processes of new launches, trials, site approvals and first deliveries.Sales Team CapabilitiesLead the induction training needed for new Account Team members. Take an active role, in liaison with EKAD, for Account Team shaping.To actively participate in his/her own training program definition and implementation, supporting new training initiatives and reporting any detected skills that would need to be reinforced for his/her own benefit.MarketingCollect and transmit to other team members, explicit and implicit needs of the client in order to build the most appropriate and proactive solutions.To liaise with relevant internal departments and stakeholders to ensure that customers´needs are met and fully communicated through our business.Prepare and share with EKAD and SPK Marketing Coordinator his/her annual cost forecast for marketing and communication initiatives.Minimum requirementsAcademic Qualifications: University degree in Business / Marketing or technical area.Professional Experience:5 years of sales management in the industrial consumer goods sectors.2 years managing sales teams or National Accounts at Corporate level.Language Skills:English: C1 level
