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Key Account Manager Residential Buildings
Responsibilities
The Key Account Manager Residential Buildings plays a crucial role within the Sales Team of the Residential Buildings Business Unit and is responsible for strategically managing, developing and expanding customer relationships and contracts. The role focuses on achieving sustainable revenue and profit growth and strengthening IMI ’s market position within the Residential Buildings market.
The Key Account Manager maintains and deepens existing customer relationships while simultaneously focusing actively on developing new business. Based on a strong understanding of the market, customer needs and relevant market developments, the Key Account Manager identifies commercial opportunities and translates these into concrete sales and growth plans. This includes actively pursuing acquisition, cross-selling, deep-selling and up-selling opportunities across the full IMI portfolio, with the objective of further increasing both revenue and margin as well as IMI ’s market share.
The role focuses explicitly on Key Accounts within the relevant customer groups rather than on a predetermined number of customers or exclusively on wholesalers. Within the so-called push strategy, the focus is on wholesalers, purchasing organisations and installers. Within the pull strategy, the Key Account Manager focuses, among others, on housing associations and related organisations, as well as energy consultants. By actively building and maintaining relationships throughout the entire value chain, the Key Account Manager creates a strong network in which different stakeholders are connected and commercial opportunities can be leveraged effectively.
In addition to commercial responsibility, the Key Account Manager plays an important role in the development and execution of market-oriented marketing activities. The Key Account Manager initiates, coordinates and supports activities that contribute to further strengthening IMI ’s market position. These activities include organising customer events, training sessions and webinars, supporting market introductions, setting up joint marketing campaigns with partners, and developing value propositions that respond to current market developments and customer needs. This not only strengthens relationships with existing customers but also creates new market opportunities.
The Key Account Manager operates based on a strategic regional plan. This plan integrates relevant customers, commercial objectives, growth opportunities, customer needs, market developments, marketing initiatives and the corresponding IMI solutions. The regional plan therefore forms the basis for determining priorities and deploying targeted commercial and marketing activities towards Key Accounts and other strategically relevant customers.
An important part of the role is continuously monitoring and analysing developments within the market, including customer needs, technological developments, trends and relevant legislation and regulations. The Key Account Manager translates these developments into concrete commercial opportunities and ensures that IMI can respond to them in a timely and targeted manner. This requires close cooperation with internal teams and external partners to ensure that propositions, solutions and activities are optimally aligned with the market.
Key Result Areas
The Key Account Manager focuses on:
Achieving revenue and margin targets within the assigned market segment.
Developing and expanding existing customer relationships and actively acquiring new customers.
Increasing IMI ’s market share within the Residential Buildings market.
Preparing, executing and periodically adjusting account and growth plans.
Developing and executing commercial, marketing and market development activities.
Identifying and leveraging market trends, relevant legislation and regulations, and commercial opportunities.
Driving cross-selling, deep-selling and up-selling across the full IMI portfolio.
Building and maintaining a strong network throughout the entire value chain, from wholesalers and installers to consultants and housing associations.
Strengthening IMI ’s market position and visibility through targeted customer and market activities, including events, training sessions, webinars, market introductions and collaborations with partners.
Translating market and customer developments into relevant propositions and solutions that meet the needs of the Residential Buildings market.
The position operates within the Residential Buildings Business Unit and reports directly to the Head of Sales. The Key Account Manager actively contributes to achieving the organisation’s overall financial objectives.
Responsibilities / Tasks
Initiate and coordinate commercial activities across the different customer groups, both within the push strategy (wholesalers, purchasing organisations and installers) and within the pull strategy (housing associations, aligned organisations and energy consultants).
Identify commercial opportunities and develop an appropriate customer approach for each region and each strategically relevant customer.
Drive sales of the three brands by actively pursuing cross-selling opportunities for Heimeier, TA and Pneumatex.
Provide professional product training and guidance to potential customers interested in our products.
Maintain a strong understanding of and feel for the HVAC market by regularly attending seminars, networking events, receptions and trade fairs.
Monitor and maintain existing contracts and establish new contracts where relevant.
Prepare for and conduct negotiations with wholesalers, OEMs, purchasing organisations and other strategically relevant customers.
Ensure that all relevant sales activities, customer interactions and commercial agreements are recorded in the CRM system.
Proactively respond to market conditions, competitive activities, general economic developments, changes in legislation and government policy.
Onboard new colleagues in cooperation with the other members of the Business Unit and Team Netherlands as a whole.
Analyse own results and, where deviations from the plan occur, initiate and implement timely corrective actions.
Periodically evaluate the regional plan and, where necessary, adjust the customer approach, priorities and commercial activities.
Contribute to a safe and healthy working environment for oneself and colleagues.
Authorities
Independently decide on additional discounts in price quotations, up to an additional discount of Independently make project and/or customer purchases in accordance with the applicable guidelines (see A&L October 2024).
Conclude agreements with customers within IMI ’s commercial and legal frameworks and within the applicable thresholds and authorisation limits.
Participate in international working groups initiated by IMI HQ or on their own initiative, subject to relevance and alignment with the organisation.
This position emphasises the importance of strategic customer management, operational execution, contract management and market development within Residential Buildings.
The Key Account Manager works with a customer- and region-focused approach and connects the push and pull strategies. The role actively seeks synergies between the different customer groups and between the Residential Sales Team and the Commercial Sales Team.
