Guardian

  • Key Account Manager

    Location DE-Karlsruhe
    REF.
    2018-1840
    Category
    Customer Service/Support
  • Overview

    Guardian Glass, a major business unit of Guardian Industries, is one of the world’s largest manufacturers of float, coated and fabricated glass products. At its 25 float plants around the globe, Guardian Glass produces high performance glass for use in exterior (both commercial and residential) and interior architectural applications, as well as transportation and technical products. Guardian glass can be found in homes, offices, cars and some of the world’s most iconic architectural landmarks. The Guardian Glass Science & Technology Center continuously works to create new glass products and solutions using the most advanced technology to help customers see what’s possible™. Visit guardianglass.com for more information.

     

    For our our location in Karlsruhe, Germany, we are looking for a Key Account Manager. 

    Responsibilities

     T1 Customers

    • Responsible for the overall sales strategy for the above mentioned markets and for reaching the AOP
    • Acquire a thorough understanding of key customer needs, requirements and market conditions
    • Expand the relationships with existing customers by continuously proposing solutions that meet their objectives and communicate possible requirements to the related Guardian departments
      • electronic invoicing
      • ERP connection
      • New Developments
      • eShop / Live Chat / Turbo Club – try to push customers to test digital ordering and subscribing to our loyalty program
      • Newsletter subscription
      • GLASmatic / TecDoc ordering possibility – for larger customers consider also to suggest the Excel upload via the eShop or the Interface connection 
    • Ensure the correct prices, products and services are delivered
    • Collect info about customers’ needs in terms of frequency for:
      • Calls
      • Face-to-face meetings
      • Events/tradeshows participation
    • Visit customers
    • Act as the link of communication between key customers and Guardian teams
    • Resolve any issues faced by customers and deal with to maintain trust
    • Create meaningful tools for customers to ensure purchase loyalty (annual bonus agreement, product images,…)
    • Punctual Customer Payments
    • Net Promoter Score Waves follow-up

     

    Sales Tracking

    • Monthly follow up vs AOP
    • Prepare forecasts when required (end Q3 - beg Q4)

     

    Systems / Database

    • Assure that inputs on customers data is passed to the CS for update in Nav
    • Share inputs on ways to constantly optimize and automate NAV2016 / Qlikview - share feedback with the responsible person
    • Report any bugs in Nav, Qlikview, eShop, images, etc…. to the right people

     

    Customer Segmentation

    • 1st round: support collecting data during customers visits, using the Questionnaire
    • Keep collecting Customer segmentation data and pass them to CS for update in Nav

     

    Support

    • Share any relevant information about:
      • customer- & market - with the Marketing team so that they can share it with to the other teams
      • items not on stock and article not in program - to the Product Manager
      • market prices - with Pricing Specialist
    • Support colleagues in all areas
    • One team on the field promoter, inside KA and also between KA and LLO

     

    Education & Experience

    • Bachelors’ Degree in Business

    • 5-10 years working with customers

     

    Critical Competencies Required

     

    • Compliant in all matters, especially since in touch with customers.
    • Looking for fullfillment in his/her working life by embracing change and new challenges.
    • Team worker, assuring knowledge (market inputs) are shared with the appropriate colleagues.
    • Fluent in German and English both spoken and written.
    • Other languages are a plus.
    • Structured and Organized, not forgetting commitments taken with customers and respecting deadlines.
    • Analytical skills to check sales of references and prices.
    • At ease with customers (on the phone and face to face).
    • Talkative.
    • Independent in suggesting the strategy to put in place in within the customers of his/her responsibility (strategy to be based on the above mentioned analysis).

    What do we have to offer?

    Guardian companies are committed to offer a competitive compensation package and an opportunity for you to maximize your potential. We pride ourselves in promoting career opportunities in an open environment, which encourages individual development and gives you opportunities to expand your knowledge and work as part of a global team. We offer a unique professional experience in a culture based on integrity, compliance and value creation. If you are interested in finding out more about our culture, please visit us on our website:

    https://www.guardian.com/en/about_us/market_based_management.html

     

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