Key Account Manager Mining

Job Description available in English

About BIA

BIA Group is active in the sales, rentals and after-sales services of equipment intended for public works, mines, quarries and transport. The Group operates in Europe, Africa and Asia and has more than 1300 enthusiastic employees.

Summary

As Key Account Manager Mining, you will be responsible for the global relationship with assigned key customers, and for ensuring loyalty of these large accounts. The candidate must also build, review and realize Budget and Sales KPI's for the Regional Key Account (RKA) business for the division.

(RKA are all key customer having one or several entities into BIA regional scope of activity)

What will be your responsibilities?

Sales Development

• Sales development in assigned countries
• Supervise and monitor orders, contribute to achieving the division’s sales target, create and negotiate the equipment and accessory offers with customers
• Oversee the machines sales, project sales including SLA, turnover and P&L within the allocated area
• Organize reporting and coordination with related management, team and subsidiaries.
• Support of subsidiaries in assigned area
• Business plan and forecast preparation + finalization
• Maintain and improve BIA customers ‘relationship in the allocated area
• Maintain a constructive relationship with our suppliers
• Provide monthly reports on area developments
• Regular trips to the allocated area (min 30% in Western African countries) and being present at client sites or facilities
• Develop new customers to broaden the client portfolio and achieve business targets
• Actively participate in team meetings to ensure a consistent approach and create a platform that promotes discussion about everyday problems
• Keep abreast with industry and market trends and best practices
• Grow the sales & the profitability within the targeted portfolio of Regional Key Accounts (equipment, parts & services)
• Management of customers’ portfolio, consolidation, and expansion
• Sales quotations, orders supervision and control
• Supervision of the BUM sales administration group

Customer management

• Coordinate with the BIA local teams in the territories the implementation of each customer strategy; manage the customer relationship; coordinate the actions in the sales phase and be the go-to person for the customer
• Develop and maintain strategic long-term trusting relationships with high volume clients to accomplish organic growth and long-term company objectives
• Measure, track and analyze key account metrics in order to identify customers needs

Management Aspects

• Gather information to have an overview of customers, projects, needs and issues
• Share this information with the after sales department and the Sales Operational Excellence Manager
• Define action plans together with the OEM Product Managers in order to ensure the understanding & the commitment of our OEM’s to our business KA strategy (special prices and incentives, events, …)

Who are we looking for?

• Minimum Bachelor Degree or Master Degree is required or equivalent by experience
• Minimum 10 years experience as Sales or Key Account Manager in a similar sector
• Technical background in mining is a plus
• Familiar with financial terms related to sales activities
• Fluent in French and English
• Projects management skills
• Negotiation skills
• Able to support diverse, multi-cultural and remote teams
• Capacity to build-up and engage customer relationship at all levels and corporate levels
• Team player
• Ability to travel : 30 % worldwide (Travel to the customer’s HQ : Africa, Australia, Canada, Europe)

What's in it for you?

• A permanent contract
• A competitive salary and an interesting package of extra-legal benefits
• A human sized company with international dimension, encouraging autonomy and team spirit
• Cooperate in a team with experienced and passionate colleagues within a successfully growing family-owned company
• Benefit from a challenging career opportunity with an extensive training program
• In this challenging job you get the possibility to take initiative and further develop the function