Key Account Manager - Industrial buildings

Role summary and purpose

Managing sales and services for the industrial steel construction and roof insulation segment within the ROCKWOOL RO in designated area.

Key responsibilities and activities include, but are not limited to:  

Sales and technical support

• Follow up existing customers: dealers specialized in the segment of flat roofing insulation;
• Developing of new contacts in relation to the described segment. Target contacts are mainly insulation contractors local and international, installation companies, investors and owners of industrial plans mainly through the maintenance departments and engineering offices
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• Assists and supports with technical details the dealers in their efforts to push our products in the market
• Actively participate in all projects of interest within the FRI segment
• Providing training and support the dealer’s sales team
• Contacts and maintains relationship with specifiers for process installation
• Negotiates contracts with dealers and final customers
• Following customers payment behaviour and securing payment on due time
• Contributing to marketing planning and proposing marketing actions covering his segment
• Managing projects in CRM, creating opportunities, bidding through CPQ and until completion with won/lost status.
• Maintain accurate and up-to-date records of all lead interactions in the Rocksell system.

Activity administration

• Secures yearly action plans with clearly defined objectives
• Secures adequate information about RO market, competitors and target groups
• Gathers sufficient market intelligence both on overall market development as well as on competitor's development to secure solid foundations for decision making
• Providing all kind of reports needed and asked by superiors
• Providing forecasts, budget, expense sheets and other required documents
• Brings to the attention of superior any incident issue that could result in potential liability for the statutory bodies
• Participating at regular internal sales meetings
• Doing any other ad hoc business related task in accordance with request of direct superior

Communication & Working Relationships 

Co-operation and service provision with all other departments in their area of responsibility including cooperation with other operating companies and external bodies in their area of work.

Working Conditions

Field

Authority, accountability and impact

Authority to carry out the actions needed to perform his job functions, considering the procurement procedure and other applicable procedures of the company

All events that require the presence of other parties involved must be coordinated in time.

Superior must give approval to all procurement requests.

Functional and technical competencies 

Bachelor's degree

Minimum 5 years of sales experience in the field of building materials

Minimum 6 years of experience in construction installations or process industry

Experience in B2B with a strong emphasis on sales

Experience working with sales-specific CRM

Core and leadership competencies

Integrity, verticality and objectivity

Highly organized and analytical

Negotiation skills

Advanced prioritization and planning skills

Very good communication skills

Initiative and flexibility

Team player

Performance indicators

Performance objectives are to be settled annually according with Workday process