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Regional Key Accounts Manager

Last Updated Date:  Apr 2, 2024


Company:  Doosan Bobcat EMEA

Job Information

Position Summary

  • The Regional Accounts Manager France is responsible for scouting and grow sales to new regional accounts (primarily Regional Rental companies).
  • He/she structures the Value Proposition to develop the sales to these accounts. 
  • He/she will work with the local dealers in the territories of the regional accounts.

Role & Responsibilities

Structure Value Proposition

  • Structure the Value Proposition adapted to each customer.
  • Work with the organisation and the local dealers to shape the appropriate value proposition to the customers.
  • Agree with the dealer sales organisation the accounts to target, prioritize, and follow. 


Leadership / Know-How / Attitude:

  • He/she should be capable to deal with field based personnel, right through to top level management in the customer's organisation, complex structured deal in both the technical as well as commercial aspect./she should be capable of discussing at very high level in the customer's organisation, complex structured deal in both the technical as well as commercial aspect.


Tender process

  • Trigger participation to tenders and Request for Quote (RFQ) processes with customers. Complete Tender documentation thoroughly in appropriate timing.
  • Develop Sales to Regional Accounts in France
  • Develop contacts/leads and build up relationship with Regional accounts (rental companies) in France.
  • Manage customer disputes


Quoting / Financial Transparency

  • Ensure with Key Account Director EMEA a full transparency on the Key account quoting & business profitability 

Job Requirement

  • Education: Masters Degree in Sales discipline 
  • Prereq. Training Courses: Product courses
  • Experience: 7-10 years
  • Travel Standard: >50%
  • Distribution experience in B2B business for capital goods.
  • 5-10 years of Sales experience.
  • Key account management experience is a plus.
  • Good Business & Financial acumen with knowledge of asset management, procurement processes.
  • Outstanding sales skills with entrepreneurial abilities.
  • General product knowledge of Compact construction equipment or compressors/generators.
  • Previous Key Account Management experience.
  • Processes: being able to identify the essential nature of pending issues and develop strategic options to solve them.
  • Ability to use MS Office suite and good presentation skills 
  • Languages skills (Dutch, English)


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