Gravic Group KAM

2 weeks ago

Debrecen, Hajdú-Bihar, Hungary GRAVIC GROUP Full time 2,500,000 - 5,000,000 per year

Job Overview

Drive and develop sales performance by providing strategic management of key accounts and supervising the sales team (KAM + Sales Reps). Responsible for revenue and margin growth and customer loyalty, he/she defines the development strategy in close collaboration with the Sales & Marketing Group Director and ensures its operational implementation. Full teleworking is envisaged for this position with ability/willingness to travel to multi sites and customers.

Key Objectives

  • Team Managament and Development
  • Growth turnover and margin
  • Retention rate and satisfaction of key customers
  • Development of new strategic accounts and segments
  • Improvement in the conversion rate from quotes to orders
  • Efficency of the KAM/Sales team (cost management and Improvement)

Key Responsibilities

  1. Management and Leadership

  2. Supervise, motivate, and support the internaional sales team (KAM + Sales Reps)

  3. Set clear objectives and monitor their achievement
  4. Support teams in the field

  5. Develop the team's skills (coaching, training, feedback)

  6. Sales Growth and Strategy

  7. Work closely with the Sales & Marketing Director to:

  8. Define the annual sales action plan in line with the company's strategy
  9. Translate the overall strategy into concrete operational actions
  10. Ensure consistency between marketing and sales
  11. Identify areas for improvement in the customer experience
  12. Participate in defining new offers/solutions
  13. Identify new markets, segments, and growth drivers

  14. Monitor the competition and market developments

  15. Key Account Support

  16. Define and implement a key account strategy.

  17. Negotiate framework agreements and complex contracts.

  18. Build lasting relationships with key clients and identify new opportunities

  19. Performance Monitoring / Reporting

  20. Track and measure the performance of accounts, ensuring that service levels meet or exceed expectations.

  21. Establish relevant KPIs and ensure regular reporting to management.
  22. Optimize sales processes (CERM, prospecting, offers, visit report, follow-up).

Knowledge/skills/profil

Training / Experiences:

  • Master's degree in business, marketing, engineering, or equivalent (business school/engineering school/university).
  • Minimum of 7 to 10 years of B2B sales experience (in industry or a related sector).
  • Proven experience in managing complex international key accounts and sales teams, in business and people manegement too.
  • Experience in negotiating strategic contracts and long sales cycles

Hard skills

  • Strategic vision and business acumen
  • Project management: coordination of internal and external actions, meeting deadlines and commitments.
  • Natural leadership, ability to unite and motivate a team
  • Excellent negotiation and closing skills; Proficiency in B2B sales techniques: long sales cycle, complex negotiation, solution selling
  • Financial and commercial analysis: ability to read a customer P&L, calculate margins, ROI, etc.
  • Strong results orientation and customer focus
  • Proficiency in CRM, analysis, and reporting tools
  • Good level of English and French

Soft skills

  • Strategic vision and business acumen
  • Ability to persuade, influence, and build trust.
  • Analytical mind and quick decision-making.
  • Rigorous, organized, and autonomous.
  • Building culture of trust
  • Empathic Leadership and team development
  • Strong collaboratuon and relationship building
  • Strong customer focus: service-oriented, active listening, ability to understand customer issues.
  • Negotiation and diplomacy: ability to manage complex discussions with a variety of stakeholders.
  • Cross-functional leadership: ability to mobilize internal teams (technical, production, quality) around customer needs.
  • Clear and impactful communication: both written and oral, in English.

Please send your application to