Corporate Account Manager

**Job Purpose**

An important strategic role accountable for executing the Scandinavian Strategy across a number of high growth potential, large and complex customers. Mainly in Denmark, but also a few “Global Accounts” in the Scandinavian countries.

To own the development of B2B relationships with ‘Corporate’ customers to create sustainable trusted partner relationships by creating and delivering value.

This includes collaboration and the use of the Key Account Managers in each district.

Use industry thought leadership and customer insight to shape customer procurement strategy, position RS as an invaluable supplier and grow RS share of customer spend.

Build an effective stakeholder network with your customers at senior levels across relevant functional departments to create engagement and consensus.

Develop, negotiate and brilliantly implement great commercial contracts that deliver maximum revenue at optimal cost to serve.
- **Key Accountabilities**
- Accountable for the sales and profit for a defined set of customers in a portfolio
- Influence the development of the product and services portfolio and marketing plan in conjunction with the relevant functional teams to support the current and future growth potential of each customer
- Responsible for the execution of the Scandinavian Go to Market Strategy and to support the ongoing development, using local and national market insight
- Be aware of and understand the key commercial strengths and weaknesses of competitors and the full scope of their propositions, exploiting weaknesses and maximizing RS strengths in pursuit of the growth goals
- Assertively develop and maintain a pipeline of new business opportunities and manage the rolling growth forecast effectively for the industry
- Develop, manage and promote segment specific events and thought leadership forums to engage with senior level contacts to maximize growth potential of existing and new customers

**Sales**
- Meet and exceed objectives for revenue, margin, RS Pro and e-commerce
- Develop and drive sales strategy in cooperation with local sales teams, and Sales Manager Scandinavia
- Be a role model
- Responsible for sales campaigns
- Coordination of a few Global Accounts Scandinavia
- Arrange “social” events with costumers
- Deep insight into the behaviours, expectations, needs and developments in the MRO and Electronics sectors

**Decision Making**
- Execute appropriate agreements for contracts, tenders and quotes to achieve sales growth and customer profitability
- Make decisions aligned with the Field Sales Executives guidelines, and Sales Manager Scandinavia

**Communication**
- Regularly report and review planned and achieved activities with the Sales Manager Scandinavia
- Utilize interpersonal skills to develop and maintain key relationships - both internal and external
- Monitor and report on business performance against plan. Identity issues and opportunities effecting sales/margin performance and recommend action plans
- Good skills in communication, with the ability to deliver effective presentations
- Fluent in Danish and English - written and spoken
- **Scope of the Role**

Develop and maintain large and complex customers in Denmark. -Coordination of a few Global Accounts Scandinavia

Work effectively with other non-sales and sales colleges across the group such as KAMs, iKAMs to maximise opportunity for both RS and the Customer

Review business opportunities for RS to utilise our service offerings and align our ability to demonstrate savings and value to our customers.

No direct report responsibility; this position is however our most senior sales role and it is therefore a leadership role with expectations to lead, coach and have influence over the development of sales capability across our Scandinavian sales teams.

**Essential**
- World class sales person
- Strong commercially driven personality
- Self driven
- Coaching and people development skills
- Highly aware of own impact and what drives and motivates others
- Good knowledge of the customers behaviours and expectations in the B2B environment
- Thorough understanding of customer behaviours and purchasing patterns
- Good understanding of RS customers and industry sectors
- Fully confident in mapping customers and uncover their potential
- Analytical, structured, innovative and entrepreneurial mindset
- Degree level or equivalent experience - strong commercial background
- Excellent interpersonal/networking skills
- Strong negotiation and influencing skills
- Able to communicate at the highest levels of an organisation, with customers, suppliers and in the RS organisation
- Commercial acumen, vast commercial and negotiating experience, gained in dealing with large accounts
- Demonstrate planning, time management and prioritisation skills
- IT Literate with good working knowledge of SAP, CRM systems, Microsoft office, especially Excel and Power Point
- Positive mindset

**Desirable**
- Business qualifications