Manager Major Accounts Team Europe

at  Toyota Material Handling

In this role you are leading and managing the Major Accounts Team. You are responsible for the overall sales- and business development of our Major European Key Accounts. Together with your team of EKAM’s (European Key Account Managers) and supported by the central Contract Management Team, you are passionate about and confident to reach the agreed annual sales targets. You will also connect and collaborate with peers and key stakeholders (The EKA Diamond) within our group in Europe and outside.
The TMHE strategy and the EKA Mid Term Business Plan will give you guidance in securing, developing, and increasing the EKA performance and business volume with your account portfolio.
Your role
You will coach and manage your team on a daily base as well as acting as a senior contact – together with the EKAM - towards the most relevant customers in your portfolio. You build and develop relationships and communication with key stakeholders within TMHE. You are accountable for the commercial team targets and selected accounts (sales budget) as well as for the cost centre (Major Accounts Team cost budget). Acting as a coach you will grow people and develop the individuals in your team but also contribute to the improvement of tools and processes. This role requires travelling across Europe to perform physical presence and meetings with selected accounts, direct reports and our European network. This may take up to 50% of your work time. As part of the EKA Management Team, you will support the EKA Director and contribute to the overall development of the EKA organisation as well as support central projects on request.
Your challenges

Reporting to the Director of European Key Accounts, your main strategic challenges will be to:

• Implement and support the TMHE strategy and the EKA Mid Term Business (and growth) Plan within your area of responsibility.
• Develop your team, individuals, and competences we need to secure, meet and exceed current and future expectations of our most precious and selected accounts.
• Secure quality in everything we do and apply the EKA DOJO process – our way of working.

Your operational challenges:

• Accountable for achieving the agreed annual targets (budget).
• Lead the team: manage, coach, and develop direct report(s) .
• Ensure high customer satisfaction through pace, speed, and quality in everything we do.
• Work actively with the EKA methodology (DOJO process, RBP, Project Mgmt. & use of agreed tools).
• Good sense for business urgency and opportunities, including deal closing.
• Lead and manage complex negotiations successfully.
• Manage transition of new technologies, solutions, and innovations to position our company as first choice partner across Europe.
• Able to build, promote and defend complex business cases (TCO) - facts & figures based.
• Build high performance project support and –teams where needed.

Your Profile

Professional skills & competences

• You are experienced in international Key Account Management and Consultative Selling
• Excellent communication and presentation skills in English, any other language may be an asset
• Proven track record in people management and leadership
• You set right priorities and follow up, monitor tasks and action plans efficiently
• You can deal positively with high workload and pressure
• Good in planning and structuring your work (PDCA cycle)
• You understand the material handling market, competitors, and key industries / customer segments
• Build and maintain successfully internal and external networks at different levels
• You act humble, trustworthy and as a reliable partner to all key stakeholders

Personal skills & competences

• You have a strong drive for results, to achieve agreed targets, fix problems and challenges on the way
• You can act independently to a high degree
• High integrity, trustworthy and respecting the Toyota values and ethics
• Eager to learn and adapt every day, open for changes, other opinions and new solutions
• Socially competent, high level of emotional intelligence. High intrinsic motivation, good in listening and motivating others. Knows how and when to act/communicate in an appropriate way with people on different levels - externally and internally

Our Offer
In a rapidly growing high-tech industry in fast transformation, Toyota Material Handling is stable, global, and influential. We celebrate diversity and are committed to creating an inclusive environment for all employees. We offer a dynamic, diverse, and welcoming local work environment where you always act within an international context. The position is based in our European Headquarters in Willebroek, Belgium, but the possibility to work remotely two days a week is a natural part of the deal. So is an attractive benefit package and a yearly bonus.
Most importantly, we have great people like yourself onboard who continuously learn, improve, and collaborate to deliver quality in everything we do. While you keep moving us forward, we look forward to seeing your career move in remarkable ways.
Time for you to make a MOVE!
Your application
If you are interested in this career opportunity, please send your Curriculum Vitae and motivational letter in English no later than June 28, 2024.

Please refer the Job description for details