Key Account Manager Lead CH (m/w/d)

CWS-Hygiene is the market leader in the field of washroom hygiene and a pioneer in terms of sustainability in our industry. You have probably already seen us in washrooms in restaurants or noticed our floor mats at the entrance of retail stores. You find us everywhere – whether on-site or on the street, where you regularly see our service vehicles. We are looking for you to strengthen our sales team in the hygiene sector!

Your tasks as

Key Account Manager Lead CH (m/w/d)

In your role as Key Account Manager Lead, you are responsible for the strategic and operational further development of nationwide Key Account Management in the field of CWS Hygiene. You ensure a clear customer strategy as well as the steering of objectives. With a strong focus on revenue, margin, and sustainable customer development, you lead and develop the KAM team, establish professional steering instruments, and ensure close cooperation with the relevant internal interfaces.

Your role with us as Key Account Manager Lead

• You are responsible for the implementation and continuous further development of the CWS-Hygiene-KAM strategy and ensure clear customer selection, segmentation, and customer ownership
• Recruitment, onboarding, as well as the professional and disciplinary leadership and targeted development of the nationwide KAM team are also among your tasks. You ensure the long-term performance capability of the team through sustainable talent and succession planning
• You bear responsibility for revenue, margin, retention, cross-selling, and the strategic development of the KAM portfolio and actively steer forecast, pipeline, and contract renewals
• You introduce the KAM scorecard and steer its continuous further development. Additionally, you participate in the annual calibration of the target and commission model and conduct regular performance reviews with the KAM employees
• You also ensure clear governance between KAM, regional field service, Customer Service, Operations, Finance, and Marketing and clarify ownership, pricing, and escalation questions across the relevant interfaces
• You steer price and margin discipline in the KAM portfolio within the defined guidelines and are responsible for strategic contract renewals, tenders, as well as the early identification and management of erosion risks
• Last but not least, you build a meaningful KAM reporting system, analyze relevant key figures, and derive concrete measures from them for the continuous improvement of customer development and sales performance. At the same time, you ensure consistent CRM/Salesforce discipline as well as the systematic exchange of market and customer feedback

How do you ensure that we offer the best service?
We at CWS-Hygiene believe that it is crucial that you fit both personally and to our company culture. You have a passion for service solutions, want to be the best, and bring a high level of commitment. You are able to recognize the needs of our customers and translate them into first-class solutions.

In addition, you bring the following qualifications and experiences:

• Completed commercial or technical vocational training with relevant further training in sales, business administration, leadership, or Key Account Management
• At least 5 years of relevant experience in B2B key account management or in a comparable strategic sales function as well as several years of experience in the leadership, development, and performance management of sales teams
• Sound understanding of strategic B2B key account management, dealing with complex customer structures, multi-year contracts, tenders, and multi-stakeholder negotiations
• Demonstrable experience in margin management, price negotiation, as well as in forecasting and offer and contract management
• Very good user knowledge in CRM/Salesforce systems for managing pipeline, customer segmentation, account plans, and KPIs, as well as very good MS Office skills
• Fluent German and English skills in speaking and writing; French skills are an advantage

What we have to offer you

Working at CWS Hygiene means being part of a dynamic and challenging environment where no two days are the same. As part of a large European company, you have the opportunity to learn a lot and constantly develop yourself. Our core values: The customer comes first, we support each other, we get better every day, we take responsibility, and we strive for success. j4id10387196a j4it0937a j4iy26a