Chaberton Professionals, the management recruitment division of Chaberton Partners, supports clients in the search and selection of middle and senior management talent. We are one of the fastest growing Swiss human capital solutions boutiques providing search services and HR consulting projects. Today the group counts over 200 experienced consultants working locally and internationally in our 9 different offices. Our goal is to write success stories and enrich the talent pipeline of our clients.
Key Account Manager Switzerland (bilingual German-French)
Our client is an international company in the paint industry, with their products distributed through retailers across Switzerland.
As Key Account Manager, you will be responsible for business development in Switzerland. Leading a commercial team of two people, you will ensure the achievement of sales and financial targets.
Role Summary
Responsible for the business development of the Group in Switzerland, this strategic role aims to drive sales growth, develop the key account portfolio, and achieve financial targets. The Key Account Manager acts as the primary contact for major DIY (Do It Yourself) Retailers in Switzerland, coordinating commercial and marketing actions in alignment with the Group's strategic directives. This role also includes managerial responsibilities for supervising and supporting two sales representatives.
Key responsibilities:
1. Business Development and Key Account Management:
- Develop and maintain a portfolio of key account clients, particularly in the DIY sector.
- Provide training, advice, and tailored solutions to distributors to enhance their performance.
- Build strong and personalized relationships with clients, addressing their specific needs.
- Identify and capitalize on opportunities to increase sales volume and market share.
2. Commercial Negotiations:
- Negotiate trade agreements and framework contracts with clients.
- Prepare and respond to customer tenders in collaboration with internal teams.
- Manage pricing, margins, and commercial conditions effectively.
3. Strategy and Implementation:
- Contribute to development of commercial and marketing strategies in line with Group’s objectives.
- Define and implement a customer loyalty strategy.
- Support sales teams in executing the commercial strategy.
- Measure and ensure customer satisfaction, taking corrective action when necessary.
4. Sales Team Management:
- Supervise, guide, and coach two sales representatives in their daily tasks.
- Define individual and team objectives in line with the overall commercial strategy.
- Monitor team performance and provide corrective actions or training as needed.
- Conduct regular team meetings to share best practices, track results, and adjust priorities.
- Motivate the team to achieve targets and enhance their professional development.
5. Planning and Coordination:
- Implement and manage production forecast planning.
- Coordinate responses to customer tenders and strategic projects with ADV (Sales Administration), marketing, and sales teams.
- Organize and oversee specific initiatives such as in-store training sessions and point-of-sale (POS) advertising.
6. Reporting and Analysis:
- Conduct regular financial and commercial reporting, tracking sales, margins, and analysing variances.
- Prepare and manage the sales budget for the business unit.
- Produce campaign reviews and update production forecasts.
7. Market Development and Competitive Intelligence:
- Monitor market trends in the DIY sector and identify growth opportunities.
- Conduct competitive analysis and track industry innovations.
- Represent the Group at professional events such as trade shows and conferences.
Key Skills and Competencies:
- Fluent in German and French (negotiation level)
- Commercial: Expertise in negotiation, key account management, and building high-level client relationships.
- Strategic: Ability to develop and execute commercial and marketing strategies aligned with Group objectives.
- Managerial: Proven leadership skills with experience in supervising and motivating sales teams.
- Organizational: Strong skills in managing production forecasts, budgets, and financial reporting.
- Relational: Excellent communication skills and ability to collaborate with cross-functional teams (ADV, marketing, sales).
- Technical: Proficiency in CRM tools and management software (e.g., Excel, ERP).
Reporting Line
Reports directly to the Northern Europe Director of the Group.
Location
Based anywhere in Switzerland, with frequent domestic travel and occasional trips to France
