National Key Account Transport
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
Ensure that the overall management of the agency in perfect alignment with the directives of the General Management. Specifically, the person will manage and develop the customer portfolio of the area under his/her responsibility while supporting and implementing the strategy defined in the different BUs, to contribute to the achievement of the commercial objectives and the increase of the subsidiary's turnover.
What will be your responsibilities?
1.Team management
•Set the objectives of his employees in order to be in line with the objectives of the subsidiary
•Perform the PMP of employees in a timely manner
•Ensure the proper use of the resources allocated to him/her
•Supervise the planning of his teams
•Supervise the work and ensure the quality of the deliverables of the staff under his/her responsibility
2.Continuous Prospection
•Prospecting the designated market/application
•Develop BIA customer portfolio
•Keep the C4C database up to date
•Maximize the sale of the BIA solutions portfolio to customers and prospects
•Competitive intelligence
•Identification of the machine park and analysis of customer needs (machines, parts, service, training.)
•Play the role of "Bia Ambassador" during visits to customers (current and prospective)
3.Strategy and customer follow-up
•Support and implement the strategy defined in the BUs.
•Maintain and improve the relationship with BIA customers in the designated area.
•Regularly visit high potential customers and ensure their satisfaction
•Support the International Key Account team to grow the business with these customers
•Up-to-Date C4C
•Develop the Cross Functional Team to ensure inter-departmental collaboration when submitting sales offers (AFM contracts)
4.Negotiation and sale of equipment
•Carry out and negotiate equipment and accessory offers with the customers for which he is responsible
•Supervise and control orders
•Ensure that the rules related to financing and control of financial and legal risks established by BIA Group are respected
•Contribute to the achievement of the subsidiary's commercial objective
5.Product and application knowledge
•Update knowledge of manufacturers' machines to respond effectively to customers' needs
•Ensure the dissemination of information to other sales representatives in the subsidiary
•Become an expert in the application
6.Reporting and Presentation
•Establish and regularly follow the Order Book which includes the different offers, in progress, missed, ...
•Follow up on C4C activity (meetings, reports, opportunities, hit rate, order book, hot biz,...)
•Establish a quarterly rolling forecast of sales
•Represent the General Management of BIA when needed for corporate or business meetings
Who are we looking for?
- University degree in commercial specialization
- Good knowledge of computer tools
- Active knowledge of French - English is an asset
- Minimum 5 years experience in a sales or similar role
- Management experience is an asset
- Excellent commercial background (good customer contacts)
- Knowledge of the market to follow is an asset
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
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In this challenging job you get the possibility to take initiative and further develop the function