Senior Key Account Manager Distributors & Online

Senior Key Account Manager Distributors & Online

Bridgestone

Zaventem, Belgium

Within this role, your primary focus will be on strengthening the relationships with the most significant & winning Pan-European distributors through developing added-value services (last mile wholesale, complete wheel offers, triangular relationships…) & maximizing the growth of this channel in line with market demand by expanding existing accounts & creating new prospects (e.g. spare part wholesalers). The secondary focus is to drive sales, mix & margin growth through the effective Pan-EU account management of the Online pure players.

Key accountabilities:

Account Management Pan-European Distributors

  • Manage the existing Key Accounts and build long terms relationships with new Accounts, in close coordination with the host country;
  • Achieve net sales and gross margin targets within the assigned portfolio of accounts, in line with the annual strategic objectives = budgets;
  • Develop KPI's and metrics to produce volume, value, distribution, ranging, pricing, profit, share, space and display;
  • Accountability for the P&L of the assigned Key Accounts , through the most effective management of brand, product & size mix;
  • Contribute to the development of the annual operating plan and strategic objectives, working with the EU Sales Director & the Consumer Sales Directors located in the countries;
  • Provide accurate forecasts to the demand planning team and ensure an effective communication flow with the purchasing/order placement teams to deliver the agreed mix of products and service level in a timely and accurate manner;
  • Work closely with EU Pricing Team to ensure full compliance with D&R policies;
  • Work closely with the Sales Administration teams(located in the countries) to ensure timely & accurate invoicing & rebate management.

Strategic Account Development - Pan-EU Distributors

  • Develop business with existing or prospective distributors’ clients, support client network development through implementing indirect affiliated programs,… in close collaboration with the regions;
  • Lock-in the volume by rolling-out triangular relationships, setting up joint complete wheel offers, etc . in close collaboration with the regions;
  • Structural integration of wholesale capabilities into our G2M offer through last-mile wholesale solutions, consignment stock of ultra long tail etc. in close collaboration with the regions;
  • Offer other value-added services such as private/exclusive brands etc.

Action plan coordination and supervision

  • Manage Pan-EU Online pure-players sales/mix growth & profitability, in close coordination with the host country;
  • Follow up monthly KPIs of key customers and interact with local sales companies to understand variances. Facilitate, support and follow up local action plans;
  • Regular reviews with target customers, reviewing sales & mix performance against business plan (reporting and analytics) and develop alternative strategies when needed;
  • Analyze, prepare & coordinate reply to Pan-European tenders where relevant. Pro-actively screen the market for Pan-European strategic agreements;
  • Create and implement annual business plan taking into account all levers of growth: commercial agreements, marketing actions, education, merchandising and retail opportunities, profitability, trade terms, etc. Supervision of the implementation and execution of development plans with Region's Marketing teams;
  • Work closely with EU Pricing Team to ensure full compliance with D&R policies;
  • Identify and propose solutions of the key blocking factors on the execution of the action plans by assessing the root cause of the problem and proposing adequate countermeasures.

Profile:

  • To be successful in this role, we expect you to have a university degree or business school level in a relevant area (Business Management, MBA, etc.), complemented by a proven track record of accomplishments in similar roles and a strong experience in dealing with wholesale channel and Online Pure Players;
  • You have a strong understanding of and experience in the tyre or automotive industry;
  • Among your strengths you can count: strategic mindset, customer orientation, analytical sense, good planning and interacting skills (influencing skills on senior management level) and team spirit;
  • You are willing to travel 50-60% of your time;
  • Your English is excellent – any other European language is a plus.

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© EuroJobsites 2019

EuroJobsites is a UK registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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