The National Key Account Manager (NKAM) is a core function of the regional/national sales process with an integral role as part of a wider RATIONAL key account management structure. The role reports directly to the National Key Account Director and has a functional (“dotted line”) to the International Key Account Management team for International & Global customers.


The NKAM position has the following responsibilities:
1. The sustainable development of the key account business within the territory with the aim of making RATIONAL the Partner of Choice by delivering tangible customer benefits.
2. The selection and identification of Key Accounts within the territory where RATIONAL can deliver tangible customer benefits.
3. The introduction of RATIONAL products and services to future Key Account customers.
4. Leading, maintaining and developing long-term relationships with both existing & new Key Account customers.

Primary Focus:
> Identification of new customer opportunities.
> Build & maintain excellent trust based customer relationships.
> Management of Key Account sales opportunities
> Leading National Key Account customers within the territory
> Working with the International Key Account Management (IKAM) team to manage International and Global customers within the territory. This includes, but is not limited to, alignment of pricing and contracts as well as providing regular updates (knowledge transfer) on activities with International & Global customers.
> Develop & execute the local Key Account plan & annual budget targets.

Additional tasks (but not limited to):
> Act as the Voice of the Customer (key accounts) within the RATIONAL organisation.
> Creation and development of key account target group specific concepts (culinary concepts together with the local corporate chefs).
> Plan and record all open business opportunities in a CRM software.
> Meet activity targets using a structured sales approach towards key account.
> Understand & translate the customer’s strategy into relevant customer specific concepts.
> Systematically collect & analyze market trends & market intelligence (customers, size, potential etc.) & share with colleagues accordingly.
> Management and leadership of national customer specific projects.
> Support of local market tests and market rollouts for Key Account customers
> Development of Key Account customer specific service, hardware and strategic software solutions in alignment with the IKAM team.
> Provide input & take ownership for continuous business improvement to develop the overall organisation and its offerings & processes.
> Participate in, or assist partners, in trade shows & events where required.
> Report monthly reports to executive management covering items such as the following: (sales activities, achievements, project progress, opportunities, risks and relevant market and price information)


Practical Experiences/skills; An NKAM has...
> extensive relevant key account sales experience and existing relationships in the kitchen equipment or hospitality industry
> a keen understanding of customer needs
> strong networking skills
> outstanding skills in the areas of relationship, communication, negotiation & selling
> has strong sense of customer service and professional demeanor
> …and a passion for good food

Qualities; The Person...
> is a great moderator and presenter
> has entrepreneurial spirit with a hands-on-mentality
> is proactive, enthusiastic, open minded and customer-oriented
> is results oriented
> is self-motivated & driven by self-initiative
> is a team player, actively fostering RATIONAL values

Qualification:
Business Administration or higher

Languages:
> Fluent National language (written & spoken)
> Strong English (written & spoken)

Key Contacts:
> Internal regional: AVP, MD, SD, RSMs, Application Manager
> Internal international: International Key Account Management
> External: Key Account customers, consultants, dealers, Freelancers, service partners & food suppliers

Other:
Travel: >50%