Account Manager

• Develop the overall Channel sales strategy to compliment the aims of the I&L Business Group – ensure maximum local distribution, optimal territory coverage and maximum development of non-strategic sectors next to the strategic sectors
• Contract Management and Key Account responsibility for defined major distribution Channels
• Ensure a clear and consistent trade terms framework across all channels in line with the European framework
• Develop long term plans with the Channels to build partnership and maximise organic growth
• Develop and implement annual business plans with selected Channels
• Support sector- and regional sales teams with regards to Channel involvement in the implementation of the sector value propositions to selected sector managed accounts
• Ensure full end user data transparency (ISR) from the trade partners to guarantee sector alignment and help growing the distributor organic business
• Ensure ISR data is used to drive distributor sales growth locally
• Implement European centrally defined Channel related projects, priorities and activities
• Ensure that strong partnerships with selected trade partners are built by implementing Channel management excellence tools developed by the European Channel team
• Develop and implement Channel sales strategies and promotional activities for Consumer Brands
• Participate in building and maintaining an excellent working relationship with brand partners like Unilever
• Explore alternative / new routes to market to grow the Diversey business sustainably
• Decide on Channel marketing and promotion investments
• Drive Channel organic sales development
• Protect the Channels interests without compromising Diversey total sales
• Channel white spot analysis
• Drive Channel specific projects
• Gatekeeper for all changes in Channel structure

Key Account Manager, Channel

• Contributes to the execution of the Commercial strategy, sales, units, and profitability targets established by Sales Management within the assigned sales area by delivering sales budget commitments and growing business in TBR Retail, Wholesales, Commercial Fleets channels.
• Actively provides input and implements sales strategy for all local sales channels in TBR product group (retail/WH/fleet business).
• Develop and implement seasonal sales plans (conditions, value added proposal, trade marketing, E2E efficiency).
• Follows up plans and proposes pro-active actions if results are not satisfactory.
• Closely cooperates with the sales forces of VIP Distributors (activation, action plans, training).
• Identifies and follows up on significant business opportunities with customers, pinpoints the existing and/or potential problems and arranges for their resolution.
• Regularly visits Commercial Fleets (direct and indirect customers) on the assigned area, measure and report on tire performance (ToolBox).
• Manages the customer database under the Bridgestone Passion Program, with particular emphasis on new ones: active maintenance activities (purchase analysis/action plan), support for communication activities, provides feedback from the market, market needs/participates in creating new functionalities.
• Prepares input for the annual budgeting process and regular forecasting, reports of progress.
• Manages the resources provided by the marketing department (visualization, gadgets, other marketing materials).
• Actively cooperate with Marketing Department to help addressing internal demand’s and customers’ needs with regard to Bridgestone Passion Program.
• Actively cooperates with colleagues from other departments (LSCM/CS/Finance/FE) to ensure the highest level of Customer Experience.
• Initiates events for customers such as seminars, product launches, tire performance, trainings ect.
• Acts as a Bridgestone Ambassador for new products/tools/solutions.

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Key Account Manager, Channel

Account Manager