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MISSION

Diversey CEE Team focus is on winning new Regional and Global Accounts as well as growing existing large global accounts. This open job posting is about developing and growing Diversey’s business with large Customers in the Retail, FSR, Hospitality and Contract Cleaning Markets. This is a new position to reflect and gain the maximum from the huge growth potential in the defined Sectors and within defined regional accounts.

Focus is on winning defined prospect accounts as well as on growing the business with existing customers also via building and developing relationships across CEE countries (Poland, Hungary, Slovakia and Export Countries). He/She leads and coordinates key activities, incl. negotiation, renewal and closing of European contracts. Fluent English and ability to travel are essential requirements for this position.

RESPONSIBILITIES 

New Business Development, incl. regional tenders (50%)

  • Generate leads on Regional or National accounts through own channels, contacts, trade fairs, meetings etc.
  • Target and win qualified opportunities with new national/regional and global customers.
  • Create new business funnel for defined key customers/segments and maintain in CRM (Salesforce.com).
  • Coordinate acquisition activities with key people in Diversey countries and preparation of offers either solely or with admin/support staff.
  • Establish a customer relationship and maintain contact with decision-makers and employees. Ensure elaboration and implementation of measures in their sector to ease sales. Ensure utilization of remote sales tools and encourage service teams to utilize remote service tool to ensure efficient service.
  • Build and maintain contact with key opinion leaders and convince them of Diversey offering.
  • Collaborate with corporate and local Diversey resources, support teams and distribution to deliver the Diversey value proposition to targeted large European prospect accounts and buying groups to secure new profitable business.
  • Demonstrate the ability to work through long and complex selling cycles and negotiations. Working closely with regional customer marketing, application experts, finance and legal to finalize deal with quantified value-added of Diversey solutions.

SoW growth within existing big accounts (50%)

  • Build growth plans for existing regional and global accounts in alignment with global account leadership and country sales teams and convert these growth plans into actions and sales
  • Relationship management with Customer key stakeholders and influencers to ensure AOP achievement, FCST accuracy and sales growth
  • Manage Customer business negotiations on the level of key influencers and stakeholders, drive activities to grow sales of new products or\and customer sales in underperforming territories
  • Identify and realize profitable cross selling opportunities
  • Plan and manage the participation in Customer events/conferences to support customer loyalty and ensure further sales and SoW growth

QUALIFICATIONS and SKILLS:

  • Experience in B2B sales for big accounts preferably in Food Service, BSC, Retail or Hospitality. «Hunter» type of character, sales results oriented, ambitious, dynamic personality with entrepreneurial mind-set
  • Excellent internal and Customer facing communication and presentation skills, value sales knowledge, ability to identify customer needs and offer right solution and product mix to make a deal
  • Experience in large, complex, matrix-oriented global business. Ability to work independently whilst maintaining close working cross functional relationships, good planning skills with attention to details
  • Diversey product & solution solid knowledge is preferable. Ability to learn fast and use product knowledge in favor of the customer and align with customer values, needs and strategy
  • Fluent English language skills are mandatory. Knowledge of additional language(s) an advantage

Travel required: Regular travel is required (50-70%)

Business Development Manager CEE

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Confirmed 5 hours ago. Posted 6 days ago.

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