Key Account Manager

Sika is a specialty chemicals company with a globally leading position in the development and production of systems and products for bonding, sealing, damping, reinforcing, and protection in the building sector and automotive industry.

Job title

Key Account Manager

Position description

Contribute to the achievement of sale target with solution selling into prospect account base. Partnering with sales managers to plan, prepare and execute strategic deals in complex sales cycles. Modeling the financial business case associated with each sales opportunity. Support the achievement of Sika Abyssinia’s strategic and operational sales and targets by exceeding or achieving sales and budget levels in the designated customers and areas through execution of regular route and sales calls, cross selling, increased product and customer knowledge and good customer relationship and retention.

Department Name

Sales - Direct 

Supervisor

Business Unit Manager- Energy, Infrastructure & Industrial Constructions

Based at

Sika Abyssinia – City Office and Factory

Sales

• Promote, develop, and increase sales of company's products and company's services.
• Expanding customer base.
• Partner with sales managers to plan, prepare and execute on strategic deals in complex sales cycles.
• Maintaining and increasing business relationships with existing customers.
• Develop new customers based on demand identification and product demonstration.
• Providing technical support to customers and conducting project site visits.
• Follow up customer orders and deliveries in coordination with customer service.
• Plan and execute sales calls economically, logistically and with the most impact.
• Do this according to your designated customers and areas.
• Effectively communicate client needs to the R&D teams for future product enhancements.

Technical As a Sales Representative, always exercise the basic salesmanship skills:

• Route and call planning
• Prospective new customers
• Call objectives
• Establishing customer needs
• Presenting benefits to customers
• Product knowledge
• Handling objections
• Recognizing buying signals
• Cross selling
• Closing the sale
• Retaining customers

Keep current with all the new product information.

• To have an in-depth technical knowledge of all the Sika products.
• To plan and conduct Product and Application Systems seminars for customers.
• To write and submit specifications for Product applications where required.
• (These specifications must be approved by the Target Market Manager)
• Training customers to extend their knowledge of Sika products and usage.

Budgets, Targets and Forecasts

• To meet and exceed the Sales Budgets / Targets.
• Monitor Business Environment and Market Trends
• Monitoring the business environment and market trends.
• Reporting trends to the Line Manager.
• Report monthly predictions and Oppositions activities in the market.

Reports

• To keep the Target Market Manager informed of all activities and supply him/her with all relevant reports.
• Report on Monthly predictions and opposition activities in the market.

Manage Key Accounts and expenses.

• To assist the Credit Controller with the collection of all money owed to Sika Abyssinia Chemicals Manufacturing PLC

Debtor control

• Keeping the Financial Manager informed of any development that may affect the ability of a Debtor to fulfil his obligations to the company.
• Control of debtor’s account.
• Achieve the target of 60 days with all accounts.
• Control of expenses related to sales.
• To push small Contractors and Construction Products through Dealers.

General                    

• Undertakes such additional duties which may from time to time be assigned to the Employee in the discharge of his / her duties.
• Ensure a correct and proper image of the Company is always maintained.
• Complies to the company safety, procedures, standards, and regulations and consistently adheres to usage of the right PPEs
• Follow Sika & site EHS requirements

Competencies Required

• Sales Target
• Quality of Demo and Conversion
• Product Expertise
• Technical Knowledge
• Outcomes by deliverables
• Time spent on sales opportunities
• Open volume
• Outcomes by effort
• Deal efficiency
• Volume of New Opportunities

• Master’s degree in civil engineering, Chemical Engineering, or related field with two (2) years of relevant work experience

OR

• Bachelor’s degree in civil engineering, Chemical Engineering, or related field with four (4) years of relevant work experience
• Exposure to a similar working environment is desirable.
• Experience in manufacturing company is desirable.
• Experience in a construction distribution business is desirable.
• Customer relationship and communication skills.
• Experience in developing product sales strategies.

Special requirements

• Regular and on time attendance
• Will be required to work overtime.
• Overseas travel may be required.

We offer competitive salaries, aligned with local market benchmarks and the specific scope and responsibilities of each role. Compensation is determined based skills relevant to the position, education and/or training.  We are committed to fair and equitable pay practices in accordance with applicable laws and regulations.