We are looking for a (Senior) Key Account Manager to further develop our long lasting partnership with our Key Account Schiphol Group. Schiphol Group has been a Key Account for Vanderlande for many years. Our partnership dates back to the early 1970’s. Since then we have worked together on numerous large scale baggage projects and have been a service partner for many years, supporting Schiphol Airport in their daily operations with a 24/7 maintenance team.
What will you be doing?
Key Account Management as strategic pillar
Key Account Management (KAM) is an important pillar in the strategy of Vanderlande to achieve our long-term ambitions. We focus on a limited amount of Key Accounts and support them to become more successful. The Key Accounts drive our innovation and jointly we create new market leading solutions, enabling us to be seen as Industry Leader. With KAM we build long term strategic partnerships, ensuring repeating business and sustainable profitable growth.
The Key Account Manager carries the responsibility for the overall key account performance, the execution of the Key Account Plan and is orchestrating a Key Account team that consists of business development, project execution, service and supporting functions. The team main goals are to secure future business, optimising daily operations and servicing of our solutions, and develop strategic, long-term relationships at multiple levels.
Commercial & General
Develops a clear understanding of the Key Account needs, wishes and dreams and translates this into a sound value proposition
Executive/owner of the Key Account across all Vanderlande functions and departments, responsible for ensuring the provision of all agreed projects, services and support
Represents the Key Account needs in the Vanderlande organisation and provides mature and realistic advice to the Vanderlande organisation how to deal with various business opportunities which may arise
Measure and demonstrate the value Vanderlande delivers to the customer
Business partner at executive level of the Key Account by providing (amongst others) consult, benchmark analysis, new business models and innovative solutions.
Reports to the North & Eastern Europe Commercial Director
Sets the appropriate targets for order intake, revenue, CM, innovation etc. and monitors the progress and execution
Working together with the other Key Account Managers within the region EMEA LATAM to share learnings on KAM processes and practices across the business in pursuit of improvement across all accounts
Planning & Relationship Management
Develops an effective influencing strategy, based on a thorough assessment of the customer’s decision-making process, and uses appropriate stakeholder management tools
Develops and maintains long-term, multi-level and trusting relationships between the KA team and the customer to build up a trusted partnership
Actively manage customer satisfaction
Develops the Key Account Plan, with an appropriate time horizon, designed to ensure efficient delivery of the Value Proposition while securing the planned reward
Ensures the appropriate resources are secured to execute and support the Key Account plan
Develops a joint planning process alongside the customer
Translate customer’s needs and insight into truly customer-focused value propositions and new business models
Create in-depth insights in the customer’s long-term business, challenges and needs as input for the innovation agenda (3 – 5 years ahead)
Drives the joint development and introduction of new Market Leading Solutions at the Key Account
Create and lead the Key Account team, developing account dedicated members as required
Effectively inspire, develop and manage a cross-functional, cross-country and multi-cultural team
Politically sound to influence resource managers from execution and supporting roles outside the KA team, to assure the required support is received
Be the appropriate lead & bridge builder (internally & externally)
Deploy the Key Account Team to ensure effective and efficient alignment with the customer
Ensure action plans are in place and owned by each team member
Manage regular Key Account Team meetings (internal & external) to progress the execution of the KA plan
Provide the highest point of escalation for the customer within the Key Account Team
What do we ask from you?
Bachelor or Master (Engineering or Commercial)
At least 10 years of commercial working experience; preferably with high value engineered solutions
Preferably familiar with customer processes in Airport Automation
Strong communicational skills, you have a creative and efficient approach to building professional customer relationships
High analytical ability, natural negotiator
Perfect knowledge of the Dutch and English language
Work location will be our office at Schiphol, combined with our Head Quarters in Veghel
Vanderlande is the global market leader for future-proof logistic process automation at airports and in the parcel market. Furthermore, we are also a leading supplier of process automation solutions for warehouses, which seamlessly integrate innovative systems, intelligent software and life-cycle services.
At Vanderlande, you can develop your career, satisfy your ambitions, aspire to new heights, while enjoying personal growth and thriving on achievement.
What we offer
In the challenging and responsible position of Key Account Manager, you will have the chance to make a significant contribution to industry-leading projects and be connected to our dedicated people and customers. We offer a position in an informal, international and professional working environment with a lot of scope for personal development. By joining our profitable and growing company you will be able to reach your goals and focus on your future.
This position offers a competitive salary range of €7.200,00 - € 9.100,00 gross per month. Through exceeding performance expectations, you even have the possibility to grow outside this scale.
On top of your fixed salary you’ll receive the following secondary benefits:
40 vacation days (20 statutory days and a flexible budget worth 20 days).
Short term incentive (bonus component)
Flexible working hours.
A hybrid workplace (0% working from home and 60% in the office).
Commuting allowance, including full reimbursement of travel by public transport.
Working from home allowance.
Collective pension scheme and discount on additional health insurance.
On-site company health centers with a gym, physiotherapists and occupational therapists.
Vanderlande Academy and training facilities to boost your skills.
A variety in Vanderlande Network communities and initiatives.
And a great company restaurant and coffee bar with barista.
If the role of (Senior) Key Account Manager Schiphol Group appeals to you, then please apply now by completing the application form, and uploading your CV and motivation letter. For more information, please contact Michelle van der Schoot, Senior Recruiter on +31 413 49 30 24.
Diversity & Inclusion
Vanderlande is an equal opportunity/affirmative action employer. Qualified applicants will be considered without regards to race, religion, color, national origin, gender, sexual orientation, age, marital status, or disability status.