About Wrist
Wrist is the world’s leading marine supplier (to vessels and offshore installations) of provisions (food) and stores (consumables) with a market share of approximately 12%. Wrist is the only marine supplier of provisions and stores with a global network of supply operations. Wrist offers services within owners’ goods and spare parts logistics, combining provisions and stores deliveries directly to the vessels.
The business is structured in five complementary and global business units: Wrist Ship Supply, Strachans (Offshore Supply), Garrets (Budget Management), Wrist Marine Logistics (Spare Parts Logistics) and Source2Sea (Digital marketplace). In addition, Wrist has locally specialized adjacent businesses within shipping and trading.
With the launch of the digital marketplace, Source2Sea, Wrist is leading the digital transformation of the marine supply industry. Wrist offers global online sourcing and logistics 24/7, all year round, providing data transparency, automation, and convenience to customers.
Wrist continuously works on reducing its climate impact while at the same time proactively addressing their customers’ growing demand and need for responsible solutions and services. From more than 30 locations worldwide, in all major shipping locations, 1,800 Wrist employees take pride in making it easy for their customers to order and receive marine supplies and services.
Wrist’s purpose is defined by: “Delivering Expert Care – Making our Customers’ Lives at Sea Better and Wrist a Great Place to Work.”
Area of responsibility
The main responsibility of the global Key Account Manager is two-fold
- You will be responsible for retaining about 8-10 key customers, mainly in the Benelux (90%) and the UK (10%).
- You will be pursuing new business opportunities and acquiring new customers.
You will be part of both the Global Sales Team and Global Key Account Management Team within this position and will report to the Global Sales Director directly. You will be representing the entire Wrist group (all verticals).
- You will develop and maintain a strategy for all assigned customers, focusing on increasing share of wallet and creating barriers to exit, while identifying and growing new business opportunities
- Ensure complete, strong and updated account plans at all times, based on customer intel and needs. In addition to this you will actively use relevant data to maximize ROI and create tailormade customer solutions.
- You will pursue new customers
- Two-fold stakeholder management, including both a commercial and operational focus. Externally you will be dealing with differentiated processes according to the specific customer, while internally you will be cooperating in a matrix organizations with both Group functions, regional sales organizations and local branch management.
- You will proactively identify the customer’s time window and process in terms of tender, thereby taking ownership of the tender process and Wrist proposal from A to Z. This is conducted in alignment with P&L owners and tender management.
- You will conduct business reviews as relevant including quarterly and monthly business reviews.
- You will be working with the designated Executive/Management Sponsor to optimize the results for the customers and for the Wrist Group.
- The overall success criterion is to position yourself towards your customers as a partner with deep understanding through involvement and insights, thus being able to offer valuable and tailor-made solutions. This can be accomplished by achieving the following:
- Have a complete account plan in place for all assigned customers.
- Deliver the budget and meet the targets for the assigned customers according to the account plan.
- Beat the market by ensuring development and growth across your own customer portfolio, for example by increasing the share of wallet with the assigned customers.
- Develop Wrist’s position as contracted/preferred supplier globally, increasing overall profitability.
- Become a respected and well-liked character across the whole organization.
- You are able to establish and maintain good relations to customers through trustworthiness.
- You have a proactive mindset being on top of things with concrete actions plans.
- You are persistent and resilient in your way of approaching new customers.
- You possess cultural agility.
- You are structured with a high level of business acumen, and flair of understanding and using relevant data.
- You are a strong communicator and can manage various external and internal stakeholders.
- You preferably have a bachelor’s or master’s degree, but relevant experience will be given the highest weight.
- The essential required experience is international key account management in a B2B context, which can be further detailed:
- Experience with professional, data-driven and structured sales work
- Experience with Account Planning
- Ideally, experience with complex assortments and pricing strategies. Dynamic high-volume sales are preferred above project sales.
- The role is based in the Benelux (Rotterdam most logically)
- The candidate is expected to regularly visit the HQ in order to be established as a known character (approx. 4 days a month)
- About 50 days of travel can be expected
- Written and spoken English at negotiating level
- Attractive compensation package
- Bonus: 20% target, maximum 30%
- Company car
- An organization where you can work independently within your responsibilities
- Many future career opportunities both vertically and horizontally