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Global Account Manager

Date: May 27, 2021

Location: Zwevegem, BE

Company: Bekaert NV

Bekaert (www.bekaert.com) is a world market and technology leader in steel wire transformation and coating technologies. We pursue to be the preferred supplier for our steel wire products and solutions by continuously delivering superior value to our customers worldwide. Bekaert (Euronext Brussels: BEKB) is a global company with more than 27 000 employees worldwide, headquarters in Belgium and € 4.4 billion in combined revenue in 2020.

 

 

I. PURPOSE 

The GAM is the most important function to “sell” the value of all of Bekaert to the Account/customer. Act as “General Manager” for the Account, develop long-term strategy based on good customer insights, and execute Account Plan by leading actions across departments and regions. Leverage all relationships to ensure sustainable added value to Bekaert as well as the Account in terms of achieving both top-line and bottom-line target.

 

II.  KEY RESPONSIBILITIES 

  • Ensure full customer transparency, strategic intent of the Account and its key priorities and business goals. Develop Bekaert value proposition and introduce Bekaert strategic plans to customer when necessary to collaborate to win.
  • Develop the strategy resulting in Account Plan, define key initiatives and action plans to catch business opportunities. 
  • Execute Account Plan and realize business targets, growth and continuous improvement at the Account.
  • Leverage value creation through capturing opportunities and developing deep relationships, trust and gravitas at all levels of the organization internally and externally within the Account organization. 


III. TASK DESCRIPTION

 

  • Ensure full customer transparency, strategic intent of the Account and its key priorities and business goals. Develop Bekaert value proposition and introduce Bekaert strategic plans to customer when necessary to collaborate to win.
    • Use appropriate tools/ templates to gather, document and analyze data into information 
    • Apply the DMU map of the Account organization to effectively maneuver and manage relationships
    • Derive actionable insights by combining information and interaction with the DMU in the Account
    • Understand the Account’s business goals and communicate them internally to relevant stakeholder in Bekaert. As two-way communication, also communicate Bekaert business goal to customer when necessary to avoid surprise 
    • Understand the Account’s basic and latent needs through establishing various interactions at multiple levels 
    • Build and update the value curve for the Account based on the key buying factors

 

  • Develop the strategy resulting in Account Plan, define key initiatives and action plans to catch business opportunities.
    • Define a 5~8 year rolling Global Account Strategy by aligning our initiatives with the key priorities of the customer thereby  fostering customer engagement
    • Clearly align the Global Account Strategy with virtual Global Account Team across functions, in order to sustain the profitability and grow the Account
    • Define clear actions towards implementation of the strategy with a robust review and monitoring mechanism in place, based on the right tools and processes
    • Communicate and align fully or partly the Global Account Strategy with the Account wherever & whenever necessary
    • Coordinate and facilitate interactions across departments and regions
    • Is accountable for the success of all projects (product and service) with customers including approvals, industrialization, LTSA’s, NDA’s and JDA’s

 

  • Execute Account plan and realize business targets, growth and continuous improvement at the Account.
    • Follow up the execution of initiatives defined in Account Plan
    • Set the pricing strategy and pricing in cooperation with the Regional Sales Director
    • Manage P-M, Margin, Volume and is fully responsible for the P&L of the Account
    • Manage working capital, AR/DSO/Overdue/Inventories
    • Assure on-time delivery to the Account
    • Quality management, assure PPK to show the stability of Bekaert products and assure after-sales service, be the go-to person to handle customer complaint and maintain customer satisfaction to a healthy level
  • Leverage value creation through capturing opportunities and developing deep relationships, trust and gravitas at all levels of the organization internally and externally within the Account organization.    
    • Establish strong network as GAM to be a value creator and problem solver. 
    • Act as a central point of contact with broad network both internally and externally with the Account, not single point of contact to customer while need to ensure everything is under control
    • Develop and drive communication plan depending on the DMU (decision making unit) structure at the Account and the DMP (decision making process)
    • Develop customized messaging to the DMU at various levels and orchestrate the message delivery through multiple contact points in the organization
    •  

IV. Requirements and Qualifications

  •  ≥10 years commercial experience within Bekaert or in the relevant position or industry
  • Customer oriented without forgetting you need to be Bekaert oriented in the first place
  • Long term vision – keep track of tendencies in market / global economics
  • Good in English and/or whatever main business language is at customer
  • Good interpersonal skills and able to build the professional network within Bekaert and Customer
  • Friendly, very good listener, enthusiastic, stress resistant and being tough when needed.
  • University degree in engineering, economics (Preferably but not absolutely necessary)

 

 

You grow, we grow... Better together. Bekaert offers continuous development opportunities.


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