Our client is a technology-driven company that develops high-performance solutions in surface treatment, application systems, and industrial components. Operating primarily in the automotive and manufacturing sectors, the company leverages a specialized distribution network to deliver its value proposition. Currently undergoing a strategic shift, it is reinforcing its positioning through technical expertise, integrated services, and a customer-centric approach—moving away from purely price-driven competition.
Mission
As an Account Manager, you will be responsible for strengthening the relationship with strategic distribution partners and key end-customers. Your mission will be to ensure sustainable commercial growth by supporting the transition toward value-based selling, promoting technical differentiation, and enhancing customer satisfaction. You will act as a key interface between the company, its partners, and the market—ensuring alignment between customer needs and the company’s offering.
Responsibilities
Key Account Development
* Manage a portfolio of strategic distribution partners and key accounts, ensuring alignment with commercial objectives.
* Identify growth opportunities within assigned accounts and propose tailored development plans.
* Collaborate with partners to build joint commercial roadmaps based on shared value creation.
* Support the transition from transactional sales to a value-based commercial approach, focused on performance, reliability, and service integration.
* Actively participate in technical-commercial meetings with end-customers, ensuring the correct positioning of the company’s solutions.
* Facilitate the implementation of bundled offerings integrating products, services, and technical support.
* Provide tools, training, and guidance to distributor sales teams to enhance commercial effectiveness.
* Coach partners on product value articulation, objection handling, and solution selling techniques.
* Track account performance, generate insights, and take corrective actions to meet business goals.
Cross-Functional Collaboration
* Work closely with internal teams (product, service, marketing) to ensure commercial alignment and consistent value delivery.
* Contribute to the continuous refinement of the go-to-market strategy based on market insights and customer feedback.
Required Qualifications
* Minimum of 5 years of experience in technical sales, account management, or commercial roles within industrial or B2B environments.
* Proven experience working with distribution channels or indirect sales models.
* Strong ability to manage customer relationships, identify growth opportunities, and articulate technical value.
* Solid communication, negotiation, and stakeholder management skills.
* Comfortable working cross-functionally in dynamic and technically complex environments.
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