Strategic Account Manager Emea

vor 6 Monaten

Basel, Schweiz Axalta Coating Systems Vollzeit

Job Description:
1. Position Purpose:

- Retain Large Strategic customers in EMEA (totalling about €90 M, about 1000 locations) through Performance Management.
- Create and manage a team of Country and Area SAM’s that support all Large Strategic Accounts across EMEA.
- Develop and guide an EMEA Performance Management Program that is aligned globally and encompasses EMEA customer needs.
- Drive standardization of the SAM offering across EMEA incl. working methods, processes and tools and continuously drive the adoption of one standard Performance management Program across EMEA. This includes standard packages of digital and other project management tools. Continuously fight against costly fragmentation and customization.
- Train and coach the team to implement the EMEA Performance Management Program at those selected accounts.
- Drive the standard use of proactive account plans with an annual review, recapping projects jointly completed which add value to promote long term retention.

2. Key Responsibility Areas
- Drive the Account Plan as part of the Account Retention or Performance Management Process:_
- Set-up and drive execution of an annual account plan for each assigned Large Strategic account and/or selected account locations. Assess and collaborate with the customer to develop an Account Plan specific to the account and their needs. Define yearly SMART goals that are agreed with the Customer. Coordinate periodic meetings to review the Account Plan, their goals and the milestones.
- Understand the key elements of the business agreement with the (parent) account. Re-assess the customer periodically to refine the evolving company-wide account plan. Discuss to assign a customer “project champion” for each project.
- Review the achievements vs. targets at least once per year and within foreseeable time of the end of each contract period in anticipation of extending that contract. Annually update the Account Plan with the customer and review with them and update SFDC with the agreed upon plan
- Track annual customer purchases and work to capture 100% of the liquid paint and related product purchases. While maintaining customer P & M profitability, work to help grow work TO and THRU the door to increase annual purchases by the agreed percentage annually.
- Establish performance management_
- Provide in depth consultative support along the 5 pillars to be a part of the customer’s long-term success at selected large strategic accounts under his/her responsibility.
- Improve Paint Performance: reducing Material (paint and non-paint) consumption, optimize material gross profit or reducing the liquid cost per hour.
- Establish a service level agreement with the customer, then agree upon an approved product list and finally evaluate SKU turns and suggest inventory adjustments as necessary.
- Customer Process Improvement: Perform audits assessing customer processes (e.g. Intake Process; Spray Booth; Courtesy Car etc.....) vs. SOP and define corrective actions.
- Optimize the Customer estimation process.
- Support Customer with increasing top line sales.
- Support Customer’s leadership development (e.g. Coaching, hiring.).
- Basic Financial consultancy -> Advanced by specialists or outsourced.
- Create a mechanism to measure Axalta’s performance to our promised deliverables.
- Set the proper expectations with the value-added resources Axalta provides.
- Set reasonable KPI goals company-wide and per location.
- Track necessary data monthly to analyse performance.
- Facilitate process improvement roundtables with key staff, as required.
- Retention and business growth_
- Support contract renewals and try to avoid a tender process at contract end by demonstrating the added value that has been delivered to the customer during the contract period.
- Support setting up SLA between Customer, Axalta and the distributor.
- Organise Axalta Innovation Days or Seminars (/webinars) for large strategic accounts to keep our key Customers up to date with latest market trends and innovative solutions. Include non-paint suppliers as appropriate.
- Lead the coordination of the paint conversion effort and solicit the distribution or retail resources to help in the effort as customers or locations are added.

2. Key contact for Business Services
- EMEA contact and coordinator for the roll out of Business Services.
- Promotion of Business Services at EMEA Strategic Key Accounts, facilitating their Sales, either through invoicing or valorisation.
- EMEA contact and coordinator for the roll out of Business Services, including training, for deployed Business Services.
- Capture of Customer needs/expectations regarding Business Services, as well as competitive information, and channelling them to Business Services.
- Participation, as key stakeholder, in Business Services projects and initiatives to design, build and rollout of improved or new Business Services to support SAM activities.

**Education**:

- Min. bachelor’s in

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