Manager (Director - External Facing), Strategic and Key Account Management (SKAM)

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Job description

Job Description

As the Director of Strategic Key Account Management (SKAM) for Access and Intrusion products of Bosch, you will be at the forefront of our efforts to define and implement the right strategy to "win" and drive sales with our existing portfolio. Moreover, you will ensure that our products meet key customer needs while aligning with corporate objectives. This role requires a high level of strategic thinking, relationship building, and sales expertise. You will develop and implement strategic plans, manage a high-performing team, and foster strong relationships with key stakeholders. The ideal candidate will have a proven track record of success in managing large, complex accounts and driving revenue growth through innovative sales strategies. This position requires a strategic thinker with a deep understanding of the market, exceptional leadership skills, and the ability to drive results in a fast-paced environment.

Define and adjust the overarching key account management strategy that aligns with higher-level corporate objectives and sales strategy, supporting the overall growth of TNS.

Identification of potential new focus key accounts by detecting strategic growth opportunities for the future.

Ensure all key account channels (corporate, NAM) are performing well and growing, and collaborate closely with Regional Directors to ensure third key account channel (local branches) are aligned.

Define and maintain the overall program for key accounts to safeguard direct sales (as preferred sales channel) from key accounts (vs. indirect channels).

Continuously evaluate and refine key account strategy based on market trends, competitive landscape, and key account feedback and collaborate closely with the VP of Sales to align key account strategies and define department's quarterly targets.

Accountable for the achievement of the department's assigned targets for profitable sales volume and the achievement of the business' overall objectives (e.g., "go-to-market" strategy defined by Marketing).

Lead, mentor, and manage a team of Key Account Managers (SKAMs), Enterprise Architects (EAMs), and Field Sales Engineers (FSE), fostering professional growth and high-performance levels.

Ensure collaboration of SKAMs and EAMs with Customer Enablement Manager from Marketing, with Regional SDMs in their sales territories, and with the SBV (BusDev) team for specific vertical growth.

Prioritize and allocate FSE effectively to support strategic initiatives and key account needs.

Support SKAMs by setting performance objectives, financial targets, and critical milestones for growth, and support in sales activities (if required).

Track key performance indicators (KPIs) and metrics of direct reports on a (bi)weekly basis, including TNS (Total Net Sales), pipeline, order intake, and activities, as well as rotating KPIs from "go-to-market" strategy.

Conduct regular performance reviews with direct reports to discuss goal achievement, performance, and career development.

Provide comprehensive sales activity reports to VP Sales including pipeline updates, and customer information through effective utilization of the CRM tool.

Ensure the implementation of tactical strategies, such as key account programs and the deployment of demo cases.

May engage in key account events, seminars, and other relevant activities to foster relationships and stay informed about industry trends.

Build and maintain long-lasting relationships with key account stakeholders, ensuring alignment with their strategic objectives and delivering exceptional customer value.

May take over the responsibilities of key account manager for some of the key accounts in personal union for periods of time (i.e., including all communication, contractual, and sales activities related to SKAM role).

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