Key Account Manager

Probat SE; Koog aan de Zaan; Presencial; EUR 90.000 - 120.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Salary package

Flat hierarchies

Induction and development

Flexible working hours

Mobile working depending on area

Modern international projects

Descripción de la vacante

PROBAT in Koog aan de Zaan is seeking a seasoned Key Account Manager to lead strategic relationships with a global portfolio of key customers in the cocoa and chocolate processing sector. You will drive sustainable revenue growth by translating customer needs into technical and commercial solutions, negotiating terms, and coordinating with Sales Engineering, Engineering and Product teams.

With at least 5 years in international B2B food machinery sales and strong communication skills, you will

Formación

• Bachelor's degree in a commercial or technical field.
• 5+ years in international B2B sales of process machinery in the food industry.
• Experience in cocoa and chocolate industry is a strong advantage.
• Strong commercial acumen with solid technical understanding of industrial processes.
• Experience in strategic account management, business development and international sales.
• Excellent communication and negotiation skills across organizational levels.
• Self-motivated, entrepreneurial, results-driven with customer focus.
• Team player in an international matrix organization; experience with ERP/CRM/MS Office; fluent English; French/German/Spanish advantageous.

Responsabilidades

• Build and strengthen relationships with decision-makers in key accounts.
• Develop and execute account plans for sustainable revenue growth and market expansion.
• Identify new opportunities within existing customers and international markets.
• Initiate opportunities, craft customer-focused technical concepts, manage from lead to contract.
• Lead contract negotiations and ensure sound agreements.
• Prepare quotations, pricing calculations, and technical proposals.
• Collaborate with Sales Engineering, Engineering, Product Management, Project Management and Service.
• Ensure smooth handover of sold projects to execution teams.
• Monitor market developments, customer investment plans, competitive activities and tech trends.
• Translate market insights into commercial opportunities and product/service input.

Conocimientos

International B2B sales

Account management

Contract negotiations

Presentation and negotiation

CRM proficiency

ERP understanding

MS Office

English fluency

Educación

Bachelor's degree (commercial/technical)

Herramientas

ERP

CRM

MS Office

Descripción del empleo

About PROBAT

For more than 155 years, PROBAT has stood for pioneering spirit and innovative strength in the coffee industry. Through targeted acquisitions in the food processing sector, intensive technology transfer within the group and the expansion of a global service network, PROBAT has developed into a leading full-service provider for the food industry. The company plans, develops and manufactures machines, turnkey production plants, environmental technologies and intelligent control systems with integrated smart data management. With around 1,200 employees at locations in Germany, Brazil, Canada, India, Italy, Scotland, the Netherlands and the United States, as well as a presence in over 40 countries, PROBAT offers its customers comprehensive solutions, excellent service and in-depth industry knowledge - worldwide and from a single source.

Your Responsibilities

As a Key Account Manager, you will be responsible for developing, managing, and expanding strategic relationships within a global portfolio of key customers. You will act as a trusted commercial partner for major accounts, ensuring that customer needs are translated into the right technical and commercial solutions. Using your understanding of industrial processes and technical projects, you will drive sustainable revenue growth, strengthen customer relationships, and position PROBAT as a reliable long-term partner. You will also be responsible for achieving the commercial targets agreed with the Global Head of Key Account Management.

Location: Koog aan de Zaan
Reporting Line: This role is part of the Key Account Management department and reports to the Global Head of Key Account Management. You will work closely with Area Sales Managers, Project Managers, and Team Leads Sales Engineering.
Team Structure: You will operate within an international matrix organization and will not have direct people management responsibilities.
International Connections: You will maintain close contact with customers, agents, international sales networks, and a variety of internal stakeholders worldwide. In addition, you will participate in international trade fairs, customer visits, and projects within a multicultural environment.

• Build, maintain, and further strengthen strategic relationships with decision-makers within selected key accounts.
• Develop and execute account plans focused on sustainable revenue growth, customer development, and market expansion.
• Identify and develop new business opportunities within existing customers and assigned international markets.
• Initiate project opportunities, create customer-focused technical concepts, and manage opportunities from initial lead through to contract signing.
• Lead contract negotiations and ensure commercially sound and technically suitable agreements.
• Prepare and coordinate quotations, pricing calculations, technical proposals, and customer presentations.
• Work closely with Sales Engineering, Engineering, Product Management, Project Management, Service, and other internal stakeholders to successfully deliver customer projects.
• Ensure a smooth and professional handover of sold projects to the execution teams.
• Monitor market developments, customer investment plans, competitive activities, and technological trends within the industry.
• Translate market insights into commercial opportunities, account strategies, and input for future product and service development.

Your Profile

• Bachelor’s degree level of working and thinking, preferably in a commercial or technical field such as Mechanical Engineering, Food Technology, or Process Engineering.
• At least 5 years of experience in international B2B sales of process machinery within the food industry.
• Experience in the cocoa and chocolate industry is a strong advantage.
• Strong commercial acumen combined with a solid technical understanding of industrial processes and processing technologies.
• Experience in strategic account management, business development, and complex international sales processes.
• Excellent communication and negotiation skills, with the ability to build relationships at different organizational levels.
• Self-motivated, entrepreneurial, and results-driven, with a high level of integrity and customer focus.
• Strong team player with experience working in multidisciplinary teams within an international organization.
• Experience with ERP, CRM, and Microsoft Office systems.
• Excellent command of the English language. Knowledge of French, German, and/or Spanish is considered an advantage.

We offer you:

• A strong team in a forward-thinking company
• an attractive salary packageFlat hierarchies and direct communication
• Structured induction and individual development
• flexible working hours and the option of mobile working, depending on your area of responsibility
• A modern working environment with international projects!