Key account manager navigates the complexity of a multi‐layered relationship with a major blue‐chip customer, collecting, relaying and managing information while creating opportunities for value‐added proposals. In this role you will be in constant contact with multiple stakeholders both in the Customer's camp and inside our organization, switching between technical and commercial conversations and interfacing at different levels of the hierarchy.The underlying relationship is a project for a technology exchange; you will ensure that the project is in control, verify that multiple purposes are achieved and that all members are informed and aligned on the objectives and priorities.You are the interface with the Customer, guarantee their satisfaction, maintain effective communication with them and maximize the fruits of this relationship for your employer.Key responsibilities
Be the point of reference for the project and its progress among all internal and external stakeholders.Adopt communication and relational techniques aimed at customer care and satisfaction, expressed in a specific and detailed communication flow.Maintain a constant and collaborative relationship with customers through continuous exchanges via telephone, email, conference calls, live meetings and the like.Be aware of the most common and widespread project management techniques (PMI, Agile, etc.).Prepare detailed project GANTT charts (MS Project, Excel or similar) and identify the overall project durations, milestones and critical path.Evaluate and monitor project risks during the project life cycle / Risk Assessment & Management.Monitor project progress in terms of time and propose corrective actions to meet contractual terms.Verify and control the contractual aspects of the project.Organize and set the pace of cross‐functional meetings on the progress of the project across the two organizations and with external parties where appropriate – in collaboration with your opposite number in the Customer's team.Extract and analyze data to support improvement strategies and for reporting to management (Excel, Power BI, Tableau, etc.).Create upselling opportunities, prepare offers and negotiate Change Orders with the customer; submit formal documentation for approval, in order to regularize sales orders and manage them.Update contractual documents and technical specifications and prepare specific commercial agreements whenever necessary, in coordination with the Contract & Legal team.
Education and languages
Excellent knowledge of the English language, both spoken and written.Engineering background.
Join us – and grow with usBOBST is an engineering company, pioneering intelligent solutions that shape the future of the packaging world. At BOBST, you make an impact on a global scale – through innovation and advanced technology. You grow by mastering challenges – in a team that strives for excellence. And you enjoy a culture of a family‐run enterprise, where values are truly lived. With the combined forces of more than 6400 people and business activities in more than 50 countries, we are positioned as the innovation leader in our industry.Background
Senior technical sales experience, preferably in capital equipment.Availability for frequent travel to visit customer sites and internal production sites.
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