Key Account Manager Epiroc Hellas (M/F)

EPIROC HELLAS RECRUITS A KEY ACCOUNT MANAGER

MINING EQUIPMENTS AND CONSUMABLES

The Key account Manager ensures the development of customer partnerships and the increase of market shares for a list of Key Accounts defined by his/her management the Greek, Israeli and Cypriot territories for Mining equipements and consumables (Surface Drilling and Underground Drilling Machines...).

He/she supports general sales development within the organization by managing the local sales force as well as providing technical, product knowledge, marketing and sales support to the teams.

Main missions:





Definition and identification of commercial targets:

• Identify, in compliance with the defined sales policy, potential customers and key contacts,
• Establish a competitive watch on his/her geographical area of responsibility and propose a sales strategy adapted to his/her territory,
• Define, in agreement with his/her hierarchy, the means to implement to make his/her commercial approach effective (phone prospection, sending of commercial documentation, mailings…),
• Work in pairs with field technicians in his/her territory in order to identify potential needs and track customer satisfaction,
  
  

Commercial prospection and animation of the sales network:

• Animate / develop existing customers in his/her territory and prospect potential customers,
• Identify the decision-making circuits within the targeted companies,
• Promote products by showing their technical characteristics, their specific properties and their advantages compared to competition,
• Recommend the most suitable equipment according to customer needs and specific applications,
• Solve technical and commercial difficulties with the customers in order to retain customer satisfaction and contacts,
• Establish commercial offers, carry out the commercial follow up of these offers and the negotiation,
• Promote after sales products and maintenance contracts,
• Follow up account receivables,
• Monitor, develop and animate the distribution networks,
  
  

Marketing specific activities:

• Ensure the sales and service staff and/or distributors have sufficient knowledge of the products and their applications, performs training and communication activities in that respect.
• Participate in the updating of price lists and price strategies and ensure that sales and service staff are updated.
• Performs territory management studies for his/her products and territory and implement related action plans
• Track market shares, orders received, orders lost and corrective actions
• Perform market intelligence review (competition, market share,…) and report it to his/her management
• Propose to BLM and eventually the division product developments,
• Ensure the promotion of applicable products via the Company sales network and appropriate media
• Prepare and control sales, profit, functional costs and working capital projections as required by the planning process
• Liaise with Supply and Logistics in monitoring and controlling stock levels
  
  

Internal Communication :

• Communicate information internally to the management on improvements to be done on Epiroc products and service,
• Inform other sales members on potential needs identified on their product lines and or territories,
• Carry out the visit reports at the required intervals by using the Group / Management recommended tools
  
  

Experience & Required competences:

• Technical and/or sales oriented University degree. A degree in Mining or Civil Engineering would be appreciated.
• Minimum experience of 5 years in B2B technical sales or in Marketing related roles in the Mining or Construction field of activity.
• Experience in customer management, pricing negotiations, added value cycle will be appreciated.
• Marketing knowledges are necessary (analysis, territory management…)
• Technical knowledges on Mining, Earth moving equipment, Geology, Open Pit projects will be appreciated.
• Business English language knowledge as well as Windows Office knowledge are a must.
• The position requires a valid driving license.
  
  

Required Soft skills :

• Tenacity and responsiveness
• Customer service orientation,
• Organization and rigor,
• Team spirit,
• Listening and Communication skills
  
  

Country and city description :

Position based in Athens Greece (Koropi).

Extensive travelling acros the country and abroad is required

Epiroc is a global productivity partner for mining and construction customers, and accelerates the transformation toward a sustainable society. With ground-breaking technology, Epiroc develops and provides innovative and safe equipment, such as drill rigs, rock excavation and construction equipment and tools for surface and underground applications. The company also offers world-class service and other aftermarket support as well as solutions for automation, digitalization and electrification. Epiroc is based in Stockholm, Sweden, had revenues of more than SEK 60 billion in 2023, and has around 18 200 passionate employees supporting and collaborating with customers in around 150 countries. Learn more at www.epiroc.com.