Key account manager - level 2

Aprolis , filiale du Groupe Monnoyeur , propose à ses clients depuis plus de 70 ans des solutions de location, achat et maintenance d'engins de manutention. Partenaire et distributeur exclusif des marques Cat® Lift Trucks et Crown en France, Aprolis possède la gamme de matériel de manutention la plus large du marché. Aprolis est une entreprise aux valeurs humaines, telles que le Respect, l’Esprit d’entreprendre, le courage et la convivialité qui animent l’ensemble de nos équipes dans un esprit d’inclusion. Nous sommes à la recherche d’un ou d'une Responsable Grands Comptes. Poste rattaché à Créteil, avec des déplacements réguliers à prévoir sur la France. Job Description Summary JOB PURPOSE On the basis of the activities assigned by his/her superiors, the Key Account Manager is responsible for the commercial development (business volume, margins, customer satisfaction, etc.) and sales of the key accounts in his/her portfolio. He/she leads, monitors and develops the portfolio in his/her sector, based on the sales policydefined by management. Job Description SIGNIFICANT ACTIVITIES - Define the key account sales strategy for his business and/or geographical area, based on the sales policy defined by management and in collaboration with his superiors - Define and implement commercial conditions (framework agreements, etc.) with external stakeholders (customers, suppliers, etc.) within its scope, and ensure deployment and application with internal stakeholders (sales teams, departments, etc.) - Develop customer loyalty and sales in the area (coverage, customer visits, prospecting, promotion of offers, portfolio management, etc.) - Identify the needs of key accounts in your sector (sales or after-sales) and propose an appropriate solution - Build and negotiate commercial and technical offers, in collaboration with internal stakeholders (quotations, costings, bids, etc.) - Respond to calls for tender in collaboration with internal stakeholders - Analyze the market and monitor the competition to identify new opportunities. opportunities (markets, customers, technologies, etc.) - Update customer data in business tools (contacts, e-mail addresses, customer fleets, etc.) and competitor data - Enter opportunities and actions (sales proposals, visit reports, etc.) into business tools - Contribute to the resolution of customer disputes and the collection of accounts receivable, in collaboration with internal stakeholders - Monitor business performance indicators (market share, sales volume, margins, etc.) and take corrective action where necessary - Ensure compliance with commitments made to customers (configuration, delivery, invoicing, technical visits, efficiency, etc.) - Participate in the preparation of financing applications in collaboration with financial institutions and internal stakeholders, where appropriate - Leading and coordinating, if necessary, the sales teams involved in the scope of the project Management - Ensure that resources (means, human resources, etc.) are correctly sized on the basis of activity, in collaboration with line management - Support and monitor the team(s) assigned to him/her (integration, skills development, etc.) - Participate in the application of HR policy (performance, compensation, etc.) in collaboration with Human Resources teams - Manage, monitor and control the working hours and absences of the team(s) assigned to it (hours worked, vacations, calendar, etc.), using business tools where necessary RESPONSIBILITIES AND SCOPE FOR ACTION - Ensure sales development in your sector - Guarantees the follow-up and achievement of sales objectives for his/her sector - Guarantees the quality of data entered into business tools - Ensure good customer relations and satisfaction - Guaranteeing the performance of your teams and your perimeter - Know, apply and enforce internal and external compliance procedures and rules PROFESSIONAL KNOWLEDGE DIPLOMA(S) AND/OR EXPERIENCE(S) 3 to 5 years' higher education in a commercial field and/or 5 years' significant experience preferred. SPECIFIC KNOWLEDGE(S) Technical skill(s) - General commercial knowledge (sales, negotiation, customer relations, etc.) - General product knowledge (ranges, features, etc.) - General knowledge of IT tools and information systems - General management knowledge - Advanced intermediate level in English (B2) Behavioral skill(s) - Interpersonal skills - Active listening - Rigor - Ability to analyze - Ability to synthesize - Ability to innovate - Responsiveness - Autonomy