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European Key Account & Strategic Development Manager

Sales & Marketing
2111370 Requisition #

What you will do

As an European Key Account & Strategic Development Manager you will work under general direction at European level both on organic and inorganic growth, aligned with JCH strategy:

  • Develop long-term customer relationships with assigned and new large pan-european accounts such as distribution groups/installers/FM companies/developers/centralized accounts. Seeks for Johnson Controls-Hitachi to become the preferred supplier of HVAC equipment in targeted accounts. 
  • Scan European market landscape for potential downstream acquisitions to support the inorganic growth strategy across EU. Assesses identified opportunities as per relevancy, impact, feasibility. Seeks for long term partnerships to grow the presence of Hitachi brand in the indirect channel.

How you will do it

  • Responsible for account management strategy and execution for a strategic pan-European accounts. 
  • Responsible for development of the sales and marketing plans and strategies for pan-European accounts. Define framework agreements with them to drive growth, establishing and maintaining C-level relationships. Targets new customers based on account prioritization and market strategies.
  • Builds partnering relationships with the assigned accounts to drive the penetration of the HVAC products offering. Maintains frequent face-to-face contact with the customers who most directly influence penetration. Actively listens, probes and identifies concerns. Addresses concerns and performance lapses. Understands the customer's business and speaks their language. Develops credibility, loyalty, trust and commitment.
  • Liaises with local in-country sales teams to drive specifications of the full spectrum of products towards the Johnson Controls-Hitachi offering.
  • Develops relationship with local sales team organizations to exceed customers' expectations. Owns and facilitates the customer relationship.
  • Leads with colleagues on individual projects based on account assignments.
  • Keeps management informed of progress and account status. Leverages management with accounts, when and where appropriate.
  • Utilizes applicable sales tools effectively to plan and document progress as well as increase penetration of accounts. 
  • Drives multiple contacts with different source of information to identify potential acquisitions for inorganic growth.
  • Assesses identified acquisition opportunities to determine potential business impact, likelihood, product/operational/organization/cultural fit. 
  • Liaise with management and proper internal department to move interesting acquisitions opportunities forward.

What we look for

  • Bachelor degree and at least 8 years of experience in key account management / M&A strategy
  • Solid knowledge of HVAC market.
  • Demonstrated ability to influence the market at key levels as well as account management skills.
  • Excellent initiative and interpersonal communications skills. 
  • Strategic Agility skills.
  • Strong interpersonal, oral and written communication and presentation skills.
  • Being able to work in teams towards a shared goal.
  • Fluency in English and at least one other major European language is essential

Location: open to any major European city

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