Key Account Manager South-West Germany & Switzerland (m/f/d)

DENSO

2d•Hybrid

About The Position

As a Key Account Manager for South-West Germany & Switzerland (m/f/d), you will be responsible for developing sales strategies for distributor, wholesale, and workshop levels, tailored to varying regional needs. Your primary goal is to execute these strategies to achieve local and national Average Selling Prices (ASP). The role ideally requires you to be home-based within the specified area. You will build and maintain strong customer relationships across all accessible levels to penetrate designated markets and achieve ASP targets. Identifying development opportunities within customers and markets, as well as exploring new distribution channels, will be crucial. You will ensure sales and margin generation in line with ASP. In collaboration with the Sales Manager, you will plan, organize, and execute local marketing campaigns and promotional activities, working closely with local MarCom and Product Management, and tracking results. You will also create strategic account plans for your Key Accounts, including marketing activities, promotions, and campaigns, and execute these plans with the DACH team and the European DENSO Aftermarket organization. Coordinating visits, sales activities, and promotions with other team members and KAMs for the second and third distribution levels in each area will ensure the successful execution of the strategic account plan. You will organize and conduct commercial seminars for all distributor levels, and in cooperation with Sales Support, plan, organize, and attend technical seminars for distributors and workshops. Regular reporting on progress, turnover development, profit contribution, and campaign activities to the Sales Manager is required. You will also monitor the market in your designated area daily, investigating developments in distribution, pricing, and competitor activities, and reporting accordingly. Additionally, you will monitor and control payment behavior and customer rating/solvability.

Requirements

Several years of successful commercial IAM automotive experience
Good PC-skills (MS Office)
Good verbal / presentation skills
Fluent German and English skills, written and spoken (business language is English)
Capable of successfully working in a multi-national environment
High service and customer orientation
Focused, pragmatic and responsible approach to work
Driving license class B
Willingness to travel due to high business trip and travel frequency

Responsibilities

Build and maintain solid, healthy and sustainable relations with customers on all accessible levels to penetrate designated markets in order to achieve local / national ASP
Identify development opportunities with customers and in markets as well as possible new distribution channels
Ensure sales and margin generation of our products in line with ASP
Plan, organize and execute local marketing campaigns and other promotional activities in close cooperation with local MarCom (and central if needed) and local Product Management including tracking of results
Create a strategic account plan for Key Accounts you are responsible for, including planning marketing activities, promotions, campaigns
Execute the strategic account plan in collaboration with the DACH team and the European DENSO Aftermarket organization
Coordinate visits, sales activities and promotions with other team members and KAM’s for 2nd and 3rd distribution level in each area, to ensure successful execution of strategic account plan
Organize and conduct commercial seminars for all levels at the distributors
Plan, organize and attend technical seminars for all levels at the distributors and at workshop level
Report on progress and development of turnover, profit contribution and campaign activities to Sales Manager on regular basis
Monitor the market in the designated area on daily basis, including investigation on developments in distribution, pricing and competitors’ activities and report accordingly
Monitor and control payment behavior and customer rating / solvability