Key Account Director

Position Summary:

Build a strong Global Key Account Team that focuses on Brands with Supply Chain; developing new opportunities with Key Accounts through relationships developed with Brands through an organization of 4 Key Account Managers

Acting as EMA Key Account Manager, conducting industry analysis in order to focus on brands with Supply Chain with headquarters based out of Europe. First focus is Textile, followed by Automotive and Plastics. Any industry with Supply Chain in the color space could become a target.

Essential Duties and Responsibilities:

• Engage directly with Accounts with Supply Chain whenever possible (EMA).
• When not possible, use the reach of existing sales organization to engage with international brands with supply chain (EMA).
• Work with Color Department and Supply Chain Managers of New Key Accounts based in the Region with strategic approach to bring them into the Datacolor ecosystem providing processes improvement to them.
• Maintain and Support existing relationship with Existing Key Accounts.
• Prioritize customers and actions based on relationship, Installed Base, Value Added, …
• Follow up opportunities created at Key Account level with local Sales team in charge of their Supply Chain.
• Present Datacolor solutions via seminars, webinars, or in person meetings to create interests and awareness.
• Develop & manage new market development projects to identify and qualify business opportunities. Present value propositions to customers.
• Use SalesForce.com effectively as a management tool. Keep records on sales activities, contacts, opportunities and new business generated.
• Prepare and present business cases to the management with valid proposal & justifications.
• Execute a Worldwide Key Account strategy.
• Coordinate and Prioritize actions at Worldwide level through the Team of Key Account Managers (China 2, HongKong 1, NA 1). 4 Direct Reports.
• Report Progress to management

 

Requirements:

• Bachelor degree in a business related field.
• 8-10 years of relevant, strategic sales experience, key account management in the color space.
• Necessary background in technical field or engineering to be able to understand customer processes and issues. Knowledge related to color management is a plus
• People Management Experience (3-5 years)
• Analytical skills to help prioritize actions and manage execution
• Result oriented with strong leadership that can develop the team through coaching & support
• Good understanding of textile & apparel applications and processes, brands & supply chains management practices
• Ability to develop strategic partnership with customers
• Excellent interpersonal skills including strong listening & analytical skills
• Strong verbal & written communication; fluent English (German, or French, Or Italian would be a plus)
• Excellent in presentations & influencing skills
• Experience in project management with final deliverables that are constrained to a finite timescale and budget
• Proficiency in computer applications including MS Office, SalesForce.com, etc.

 

Measurement:

Number of Brands joining various stages of Datacolor Ecosystem (ie: Joining digitization through Spectrophotometer and related Software, Certify, CLM, ... ) and associated revenue. Influenced revenue through Supply Chain.

 

Traveling:

Frequent traveling is required