Purpose of the Role

Responsible for the management and enhancement of existing multinational key accounts and for developing additional relationships with multinational (end-user) key accounts in the Foodservice, Scientific and Healthcare customer segments.

Tasks and Accountabilities

• Facilitates, coordinates and develops relationships with multinational key accounts (end-user) in the laboratory, pharmaceutical and HoReCa/Foodservice segments, in alignment with all Business Areas.

• Defines and implements Liebherr processes and structures necessary for successful Key Account Management (e.g., CRM software, cross-territory communication platforms, organization of consolidated turnover & sales reporting).

• Drives the organization towards the needs of the relevant multinational key accounts and ensures communication and coordination between national sales organizations.

• Facilitates harmonization of specific assortments and internal price guideline lines.

• Engages and networks with internationally active associations and participates in relevant international events.

  Decision Rights

  Decides

  • Strategies for multinational key accounts in accordance with Global sales strategy.

  Influences

  • Customer acquisition and customer management.

  • Prices, contracts, terms and conditions.

  • Sales and communication activities of national sales organizations with respect to multinational business key accounts.

  • Regional sales activities in conflict with the global sales strategy (international key accounts).

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  Key Interfaces

  • Heads of Business Areas (including OEM)

  • National sales organizations: exchange of information, pricing concepts, key account strategies

  • SCM: supply chain topics / requirements of the relevant key accounts

  • CBM: communication activities and budget proposal

  • Legal department: contract issues (internal and external aspects)

  • Project / Product manager: development of customer-specific products

  • HAU-FC: exchange of information and effects on internal processes

  • CS: customer service requirements of business key accounts

  • eCommerce: implementation of relevant eBusiness models

• Core Competencies

  • Strategic Thinking

  • Communication

  • Stakeholder Management

  Functional Competencies

  • Key Account Management

  • Sales Strategy

  • Negotiation

  Leadership Competencies

  • Influencing Skills

  • Cross-functional Leadership