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Global Key Account Manager

 NL  Permanent  Competitive Ref: 404353

About Trioworld

Trioworld is a leading global manufacturer of sustainable and innovative flexible packaging solutions. The company has an annual turnover of approximately €1,2 billion and is dedicated to driving sustainability and innovation in its industry. Focused on creating a circular economy, Trioworld integrates recycled materials and develops cutting-edge technologies to reduce environmental impact and meet the evolving needs of its customers. Trioworld Apeldoorn B.V., a manufacturer of films and packaging, is based in Apeldoorn and employs a team of 200 FTEs. The main Sales department consists of the Sales Load Security Film and Sales Consumer Packaging Film departments, each headed by a Business Director. A  Business Director is responsible for both the field sales activities and the team (inside sales). Sales Consumer Packaging Film focuses on the sale of customer-specific flexible packaging materials. Trioworld Apeldoorn markets specialized coextruded films for IWS worldwide (directly and indirectly). This is done directly and or through a local intermediary. Besides contacts by telephone and email, these customers are visited at least once a year. For the European and domestic market, film is extruded, printed, and cut to size. This market (business-to-business) consists mainly of end users (food and non-food) located in the Netherlands and Europe. The export market consists mainly of processors (converters/printers) who buy foil for further processing. The International Key Account Manager is active worldwide.

Functional profile

Achieving sales and margin targets in assigned market segment (IWS film) by advising and promoting sales to (potential) customers and acquiring new (customers).
 

Result Areas Core ActivitesResult Criteria
Market Information 
  • Keeping abreast of new technological developments at customers, suppliers and competitors by visiting companies/fairs, machine builders, professional literature, drawing up and giving presentations, etc;
  • Performing market analyses (including SWOT analyses), setting up competition analyses and reporting findings to management.
  • Up-to-date market and product knowledge
  • the extent to which opportunities are exploited;
  • accuracy of analyses;
  • timely/up-to-date reports.
Turnover/margin
  • Draw up an account/acquisition plan to achieve medium/long-term commercial objectives, make a proposal for positioning and, following approval, implement the plan of approach;
  • Building up and expanding a network of (potential) customers at various levels, visiting customers or maintaining contact with local intermediaries and giving instructions, installers, using social media, etc., all in three foreign languages;
  • Drawing up quotations, discussing these including delivery times and conditions with clients, advising on export conditions (insurance, etc.) and concluding/drawing up contracts (price agreements, etc.);
  • Maintaining contact with the office staff to reserve capacity for customers in response to leads (taking into account the transition time and credit limit of customers), transferring appointments and recording information in an automated system, etc.
  • realised turnover and margin;
  • quality of contacts;
  • correct determination of prices;
  • The extent to which quotations are geared to specific customer requirements and the company's own objectives to be achieved;
  • Realizability of plans, agreements and contracts.
Advised clients and relationship management
  • providing commercial information about products (including qualities, services, systems, prices, delivery conditions/payment options, etc.);
  • Advising customers on technical aspects (application, material properties, printing of outer layer of film, etc.) and involving colleagues in specific technical issues if necessary;
  • Searching for solutions and alternatives (with customers) also regarding logistics issues and involving the logistics department for optimization of appointments.
  • clarity of advice/information;
  • usefulness of advice and solutions/alternatives offered;
  • customer satisfaction;
  • number of new customers;
  • Up-to-date professional knowledge.
Other contributions (process optimisation)
  • Handling complaints, have complaints investigated by the quality department, assess the justification and look for possible solutions (where possible in cooperation with customers);
  • Contribute to setting up a CRM system for securing information; contribute to improving/optimising processes (also departmental);
  • Preparing monthly reports for customer service and dealing with financial issues with Finance department.
  • correctness of judgement on merits of complaints;
  • timely handling;
  • turnaround time of complaints;
  • Effectiveness and efficiency gained through CRM;
  • degree of assurance of information;
  • Information content of reports for management purposes.

Competence profile

The competence profile has been established by the organisation. 
 

Competences Competence description 
Independence Starting up and completing actions without help from others.  
Market focusShow that they are well informed about developments in the market and effectively using this knowledge for your own organisation
AdaptabilityContinuing to act effectively by adapting to changed circumstances, tasks, responsibilities and/or people 
CommunicationCommunicate effectively, taking into account the level of parties being communicated with 
Building and maintaining relationshipsGetting things done by approaching others in a well-considered way, building, maintaining and using (functional) relationships

Knowledge and experience requirements

  • HBO/University working and thinking level  
  • Knowledge of English and Dutch and preferably German, French or Spanish
  • Global commercial experience and/or cultural awareness through extensive overseas travel
  • Command of Microsoft office
  • Requires: 30-50% traveling

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Paulina Rogowska

Principal Consultant



Amsterdam Office
E: paulina.rogowska@nigelwright.com
Tel: +31 20 809 0094
Mob: +31 623 436 542