• Location :
• Function : Sales / Customer Service

Are you ready to revolutionize tape with us?

At tesa, we're not just colleagues; we're collaborators who thrive on pushing boundaries and challenging the status quo. Our mission is and we're passionate about making a difference!

The Regional Key Account Manager (RKAM) Channel Sales Automotive will be responsible for managing and developing relationships with key customers in the channel sales segment, specifically converters and distributors within our Automotive business unit.

This person will be also responsible for handling some OEM direct accounts. This role involves driving sales growth, maximizing market share, and ensuring customer satisfaction through strategic account management and effective collaboration with internal and external stakeholders.

This position carries regional responsibility; a specific requirement is to act freely across geographical borders to manage and facilitate business-related activities at the different customer’s branches.

The Regional Key Account Manager will be assigned accounts based in North America covering the United States, Mexico and Canada.

What you'll do : Account Management

Account Management

• Develop and maintain strong relationships with key accounts (converters, distributors and OEM’s)
• Understand customer needs and align them with tesa’s product offerings and solutions.
• Actively build networks inside customer organizations.
• Ensures carry-over-business, i.e., face lifts, model changes, and new models per platform with assigned OEM’s.

Sales Strategy

• Develop and execute strategic account plans to achieve sales targets and business objectives.
• Identify growth opportunities within existing accounts and potential new customers.
• Collaborate with the sales and marketing teams to develop and implement effective sales strategies.

Customer Engagement

• Conduct regular meetings and business reviews with key accounts.
• Provide technical support and product training to customers.
• Address and resolve customer inquiries, concerns, and issues promptly and effectively.

Market Analysis

• Monitor market trends, competitor activities, and customer needs.
• Provide insights and recommendations to the management team based on market analysis.
• Identify and assess potential risks and opportunities in the market.

Sales Performance

• Meet or exceed all established sales objectives and goals for assigned key accounts by developing, executing, and maintaining key account plans.
• Track and report on sales performance metrics and KPIs.
• Prepare regular sales forecasts, budgets, and reports.

Collaboration

• Work closely with internal teams (e.g., product management, R&D, logistics) to ensure customer requirements are met.
• Identification of gaps in our product assortments and requirement profiles by writing business cases requesting new products that fill these gaps.
• Provides commercial and technical support to local sales teams : Product Presentations Roadshow Tech days Cost Break Down proposals
• Other duties as assigned.

What you'll need :

• Bachelor’s degree in Business, Marketing, Engineering, or a related field (MBA is a plus).
• 8 years' experience in KAM, sales, or a related role within the automotive industry (experience selling adhesives is preferred).
• Strong understanding of channel sales, specifically converters and distributors.
• Proven track record of achieving sales targets and growing key accounts.
• Excellent communication, negotiation, presentation and interpersonal skills.
• Strong understanding of selling concepts and the automotive market gained either via experience or education.
• Strong analytical skills / creative problem-solving capabilities. Ability to navigate complex business negotiations and develop contracts / supply agreements.
• Must be available for air / auto travel up to 70% of the time.
• Skilled and proficient in use the of computers to including but not limited to Microsoft products-Outlook, Word, Excel and PowerPoint-as well as the ability to use Customer Relationship Management software programs.
• Intercultural competence with experience working with US, European, and Asian cultures is preferred.

Last updated : 2024-08-23