Kopie von Kopie von Accountant Kreditorenbuchhaltung (m/f/d) (Duplikat) (Duplikat)

Role Purpose

Develop selected European strategic key accounts into long-term commercial partners for SANY Europe, with a focus on multi-country account development, cross-product opportunities, structured pipeline growth, reference development and coordinated execution through existing SANY regional and business unit structures.

Key Responsibilities

1. Key Account Strategy & Business Development

• Develop the European key account strategy, annual business plans, and detailed action plans
• Define tailored strategies for each key account, including short-term and mid-to-long-term breakthrough plans
• Lead major project tenders, commercial negotiations, and strategic partnership agreements
• Develop strategic account plans for selected European key accounts across relevant SANY product lines and markets, in coordination with regional sales teams, business units and service organisations.

2. Customer Relationship Management

• Build, maintain, and continuously elevate relationships with C-level executives of key European clients
• Gain deep understanding of customer needs and provide tailored solutions (equipment + services + financing)
• Improve customer satisfaction and increase repeat business

3. Cross-Regional Coordination & Team Management

• Coordinate between country sales teams in Europe and headquarters (product, supply chain, financing, etc.)
• Establish and optimize Key Account Management (KAM) systems and processes
• Coach and empower local sales teams in key account development
• Act as a central coordination point for selected strategic accounts, while working through and in alignment with existing SANY regional sales, business unit and service structures.

4. Market & Competitive Analysis

• Monitor trends and competitive dynamics in the European construction machinery industry
• Analyze competitor strategies and develop differentiated competitive approaches
• Provide market insights to headquarters to support product and strategic optimization

5. Sales & Performance Management

• • Take ownership of agreed strategic key account targets, including revenue, profit, market share, pipeline development, account penetration and repeat business, based on the defined account portfolio and agreed internal support model.
  • Monitor project execution and payment collection to mitigate business risks
  • Deliver regular business analysis and performance reports
  • In the first phase, combine structured account mapping with active commercial development: (a) segmenting and prioritising key accounts, (b) validating existing references, (c) opening new senior-level customer access, (d) identifying concrete entry opportunities and (e) developing a qualified pipeline to support order intake, account penetration and repeat business.