Solenis is a leading global producer of specialty chemicals focused on delivering sustainable solutions for water-intensive industries, including consumer, industrial, institutional, food and beverage, and pool and spa water markets.
Your Role:
In this role you are managing tenders across the country, coordinating the process, and collaborating with colleagues in the country. With the intent to successfully participate in tenders and win as many as we can to help (profitably) grow our business. You are also managing a few key account relationships. Retaining these customer groups, increase customer satisfaction, actively expand our share of wallet, grow the business, and improve profitability.
Key Accountabilities:
Tender Management: You are managing tenders across the country, coordinating the process, and collaborating with colleagues in the country. Map out all tender opportunities, prepare in advance to be ready for these tenders, prioritize as needed, build an archive of common questions, answers and solutions. Capture learnings from past tenders. You should activate others to do the needful, yet not use others as an excuse as to why we are not ‘winning’ – take action & responsibility, allowing us to be successful in tenders. All with the intend to successfully participate in tenders and win as many as we can to help (profitably) grow our business.
Key Account Management: Take responsibility of HQ level relationship management for a few larger accounts. Identify and create value for our customers. Do quarterly business reviews; work on national opportunities; renew the business when the contract is about to expire; cross- and upsell; frequently review the profitability; manage (yearly) price increases; mix Improvement and bleeder management; own the rebate contract associated with the account; track & expand our share of wallet at the customer; and coordinate rollout plans.
Sales Performance Management: Actively review the size and quality of your sales funnel in our CRM (SalesForce.com); maintain next steps for your opportunities; improve win rates; drive your actual sales growth performance; review account profitability; and execute regular white-spot analysis. You are responsible to hit your sales targets.
SLA Management: Manage customer SLA commitments utilizing scheduled sales visits (coordinating with Field Sales and Key Account Support as needed), plus coordinate with technical customer service as needed. Safeguard customer satisfaction.
Facilitate Training: Help to setup and execute training for your customers.
Project Management: Participate in (continuous) improvement projects, helping the company to further optimize processes and procedures and improve the quality of our solutions.
Personal Development: Ensure you carve out time for your own personal development and training.
Qualifications / Requirements:
A bachelor / master’s degree in the area of business, marketing, accounting, economics, finance or a related field is a must.
Minimum 5 to 8 years of experience.
In-depth knowledge on B2B key account management, communication and negotiation. Good understanding of the markets in which Diversey/Solenis operates.
Team player & people person.
Experience in tender management.
Experience in B2B account management.
Understand the needs of our customers and be able to respond effectively with a plan of how to meet these.
Good negotiator.
Excellent communication skills.
Able to navigate a matrix organization, collaborating with cross-functional stakeholders including international colleagues.
Affinity with CRM systems (example: SalesForce.com).
Work with KPIs, metrics to steer performance and priorities.
Knowledgeable in Excel, Word, PPT.
Hands-on, get things done.
Analytical mindset and high learning agility.
Professional attitude.
Able to work with digital solutions, on laptop and mobile phone.
Can coach and mentor more junior colleagues.
Proficient in Dutch, English and French.
Travel Requirements:
Local travel to visit customer sites, within Belgium + Luxembourg.
Occasional international travel (often only once or twice a year) within the Benelux, or in the rest of Europe, to share best practices across countries.
What can you expect from Solenis?
Aside from working for a global organization that offers tons of opportunities for (further) career growth, you can count on an environment where you can grow as a professional as well as a person.
We make sure there is flexibility in the way you work.
In addition to a good salary, you will receive a good bonus scheme as well as additional benefits.
Solenis has a very good pension scheme, where you only pay a small personal contribution.
You will get a group of great colleagues (even though we say so ourselves) and most importantly, you will have a lot of autonomy and you can use your knowledge and experience to really make an impact.
Are you interested?
Do you have what it takes to further develop and help Solenis grow? Then we look forward to receiving your CV!
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