Key Account Manager EMEA - Europe

At Trane Technologies® we Challenge Possible. Our brands – including Trane® and Thermo King® - create access to cooling and comfort in buildings and homes, transport and protect food and perishables, connect customers to elevated performance with less environmental impact, dramatically reduce energy demands and carbon emissions, and innovate with a better world in mind. We boldly challenge what is possible for a sustainable world.

We are seeking for Key Account Manager (he/she) to join our team at Thermo King in Europe.

Job Summary

This role is crucial in identifying, developing and implementing the Key-Strategic account business strategies that will generate business with different identified accounts as well as newly identified accounts and/or market segments.

This position entails working and partnering closely with other internal and external businesses across the extended organization.

This position is centered around large pan-European customers depending of geographical boundaries and spans above administrative regions.

The Key-Strategic accounts customer portfolio is fully open and extends through different geographical regions and different key customer segments. This includes major retailers, large rental and leasing companies, transport and logistics companies, pharmaceutical groups, Courrier companies, etc....

By implementing the appropriate strategy, you will be responsible for the increase in the output from actual Key-Strategic Accounts as well as capture and sign new accounts. The output includes the full solutions portfolio.

• Business acumen: Understand, be part of and anticipate the changes in our Key-Strategic Account actual and future business structure and strategies. Proactively and creatively use those business information’s to deliver business to business diversified solutions to those accounts with one voice via multiple communications channels. Based on thorough knowledge of Key-Strategic Account business needs, provide specific consultancy/advise to own/dealer sales force and customer on any sales project
• Business development/marketing: Propose and own the appropriate Account strategies that address your Key-Strategic Accounts needs. Develop and implement those strategies that will increase our customer penetration level by partnering within their business through growth and productivity. This will generate new business opportunities for Thermo King and our Accounts. As such this will mean that you will own and develop the marketing plans for those Key-Strategic account and make sure that those plans tie into the corporate marketing plans like the LRP, AOP, etc.
• Internal and External sales: Work closely with Regional Sales Managers/Directors, Marketing department and dealer network to deliver new programs and initiatives that will increase the output from actual Accounts as well as capture and sign new accounts. Provide timely analysis, reviews, and proposals in a wide spectrum of Key-Strategic Account business needs.
• Business Partnering: Cultivate and develop a strong partner relationship with internal and external business stakeholders including CRM, marketing, accounting, and others to address in a timely manner all Key-Strategic Accounts business needs. Recommend and Major European Customer portfolio: The portfolio scope is fully open and extends through different geographical regions and different key customer segments. Help implement new business processes that will increase our deliveries to the Accounts and increase their retention.
  
  

Key Competencies

• Business / Customer development- Takes personal responsibility to achieve business plan and operational objectives. Focuses the organization on efforts that add value for customers and coordinate activities with enterprise, business, and functional leadership. Executes both short- and long-term objectives and plans (AOP/LRP). Leads a strong customer focus, both internally and externally.
• Planning / Organization Balances short- and long-term planning- Sets priorities and if necessary, reviews these to changed circumstances; flexible planning ability; Employs effective project management and organization techniques
• Communication Skills- Speaks & writes clearly, logically and to the point. Communicates with ease in different languages. Able to adapt and use different selling styles. Openly shares information in a timely manner. Coaches /leads presentation with large, global, key customers at highest levels.
• Interpersonal Skills / Alliance builder- Listens actively to perspectives, needs and concerns of customers, dealers and colleagues and takes appropriate actions. Ability to effectively interact with individuals and teams across the organization. Demonstrates ability to mediate conflict between varying groups (i.e. dealers, customer and TK). Demonstrates an ability to create positive relationships with key people/stakeholders in- & outside of the organization. Builds support from others in situations with no direct authority to make sure that cross functional/ resources are available. Guides/coaches and motivates sales team members and cross functional resources.
• Problem-solving / Decision-making- Takes a well-ordered approach to solving problems and acts confidently despite obstacles or resistance. Timely decision making. Demonstrates a basis for action. Able to put yourselves in customer business situation to drive changes inside of customers organization.
• Functional Knowledge/Sales execution- Demonstrates good understanding of Complex Business solutions deliveries. Has good knowledge and insight in financial matters and controls. Is analytical and process driven. Strong system/computer skills are required.
  
  

Education And Experience

• Bachelor’s or master’s degree or equivalent work-related experience. Preferably gained in similar industries (refrigerating transport, HVAC)
• Minimum 5 years of experience in a similar position. Proven sales experience in managing direct sales activities.
• Proficiency in English and German.
• Proficient in Microsoft Office tools, including MS Office software, Siebel, Tableau, and Oracle.
• Effective communication and people skills, excellent presentation abilities.
• Customer-focused, cheerful outlook, purposeful, and action-oriented.
• Key Account Management expertise.
• Availability to travel across Europe is required ( approx. 60%)
  
  

We offer competitive compensation and comprehensive benefits and programs that help our employees thrive in both their professional and personal lives. We are proud of our winning culture which is inclusive and respectful at its core. We share a passion for serving customers, caring for others, and boldly challenging what’s possible for a sustainable world.

We are committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.

2405717