Careers

Main Purpose

The Key Account Manager role is an essential member of the EMEA Key Account Team and accountable for the annual orders plan in capital equipment and aftersales in the assigned territory.

Provides a customer centric culture predicated on growth, innovation, and disciplined processes. Implements appropriate sales strategies, tactical goals, and targets to deliver orders plan and increase Ishida’s relevance to key accounts in the territory.

Will be a proactive facilitator and co-ordinate all sales activities involving the designated key accounts in the assigned territory. Develop and maintain effective relationships with customers, key stakeholders, sales management and key account / sales teams including Ishida Japan where appropriate.

Success in this role will require strong commercial competencies, a blend of effective sales management and motivation to drive relevance with Ishida key accounts.

Primary responsibilities

• Implement and lead sales strategies and develop tactical plans for key account opportunities aligned with profitable orders growth and annual plan
• Drive improvement of hit rates through effective opportunity qualification and planning
• Provide accurate and timely orders forecasting, pipeline management and performance reporting as required by sales leadership
• Create market analysis to identify gaps and / or profitable growth initiatives within key accounts
• Provide continuous input into Ishida product management and new product development process
• Be creative in developing customer solutions engaging the relevant Ishida functions to support and win opportunities
• Drive the ‘emotional decision’ through translating user(s) needs and requirements to develop differentiating technology solutions with clearly defined value-add statements
• Present compelling solutions translating features into customer benefits designed to impact business, operations and people aligned with ‘save money, make money, feel good’
• Manage the ‘logical decision’ developing compelling quotations and negotiation of sales contracts
• Engage with internal functions to drive improvements and achieve the highest levels of customer satisfaction
• Coach and mentor other members of your extended sales team as required
• Ensure compliance with Ishida policies and governance processes in accordance with guidelines and adherence to regulatory and legislative requirements

What skills are we looking for?

The successful candidate will have a HND/ Degree qualified in a related discipline, specific sales experience in the food or pharma capital equipment supply industry, key account management experience and effective sales competencies, managing large complex multi-site end user accounts, excellent communication and presentation skills and an ability to work across all levels in the customer organisation,

You will have the ability to influence and build extended sales teams to support locally, proven and comprehensive experience with project sales in large multinationals in the Food Processing Industry and a proven track record in winning large opportunities with international key accounts.

The ideal candidate will be able to work as part of a highly motivated cross-functional team, have a positive attitude, be motivating, flexible and strategic.