Filtrona is the only global, independent market leader in the design, testing and manufacturing of specialist filter solutions and related scientific services. With a head office in Singapore, Filtrona has 9 manufacturing facilities across Europe, America, and Asia, together with 2 innovation centres, an accredited laboratory and a Centre of Excellence focused on sustainability. The company has 2,000 employees serving customers across 120 countries.
Our purpose is to support partners to transform and benefit from business growth; we succeed when they succeed. Our mission is to be a responsible, customer-focused innovation leader creating excellence in sustainable solutions for today and tomorrow.
For more information, please visit www.filtrona.com.
About the Role
The primary role of this position is to oversee the relationships of the company with our key clients. This role will be responsible for maintaining our long term key clients by understanding their requirements, and providing the products and services for them to succeed. The ideal candidate must possess an in-depth knowledge of the key account and its customers, apt in building strong relationship with our strategic clients, identifying needs and discovering new opportunities for growth.
Key Account Management
* Be the focal point of contact to manage our key clients portfolio and ensure their business and needs are managed professionally.
* Work cross-functionally across Supply Chain Operations, Procurement, Finance, Customer Services teams to develop and execute on the client strategies in a deliberate way that maximizes the outcomes.
* Input to client account plans for the market and delivery of sales growth targets.
* Understand the competitive environment and implement ways to protect and grow the business to maximize revenue.
* Research and plan opportunities – and promote the product portfolio accordingly – with the aim of continually advancing sales and Operating profit.
* Ensure all Filtrona’s sales processes and tools are used effectively in the region.
* Create and maintain Tobacco client strategy and price lists in partnership with Pricing team
* Specific responsibilities/targets for new clients and/or new products.
* Partner with other Global Key Accounts Leaders to develop best in class Global Account Strategies
* Support the Marketing and Innovation functions through assistance in proprietary development.
* Research, identify, develop and convert pipeline opportunities into profitable new business, maintaining Filtrona’s position as the leading, most innovative filter products supplier in the world.
* Involve him/herself fully in the category planning / customer planning process, and deliver actions agreed.
Other Commercial Responsibilities
* Develop and implement best practices for territory/account planning, budgeting, forecasting and pipeline management.
* Engage in and encourage cooperation between all Filtrona functional teams, especially with sales coordinators and operational managers.
* Prepare reports for meetings, presentations, forecasting, budgeting, sales analysis and strategic planning activities.
* Stay up-to-date on the latest industry and supply chain developments, proactively educate and support your customers through change.
What we are looking for
* 8–10 years of proven Key Account Management (KAM) experience in a B2B technical sales environment.
* Background in solution-based sales, ideally within the Tobacco industry.
* Strong track record in account management and collaborative team working.
* Excellent analytical abilities; proactive self-starter with confidence and maturity.
* Outstanding presentation and communication skills (both verbal and written).
* Exceptional attention to detail and ability to quickly build customer rapport.
* Passion for sales, business growth, and innovative proposals.
* Solid project management capabilities.
* Highly motivated, ambitious, resourceful, and resilient under pressure.
* Strong prioritization skills with agility to switch between tasks effectively.
* Willingness to travel internationally on a frequent basis.
* Sound understanding of business processes, including sales, supply chain, and customer service.
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