Head of Key Account Development Department
Job Type: Operation
Location: Rijswijk
Position Overview
Responsible for the strategic development and breakthrough of composite key accounts and their Key Purchasing Units (KPUs) in the Europe Region, driving market growth from the 0–1 / 1–10 stage. This role oversees the establishment of the regional key account management system and leads the Customer Division and Solution Division, forming a dual-engine organization focused on customer development and value delivery.
Key Responsibilities
1. Strategy & System Building
- Formulate and implement the key account development strategy for the Europe Region, covering entry, expansion, and long-term cooperation.
- Establish and continuously improve the regional key account management system, including customer segmentation, relationship management, development processes, and resource integration.
- Drive cross-functional collaboration (sales, product, service, R&D, etc.) to build a customer-centric execution framework.
2. Customer Division Management (KPU Development)
- Build and lead the Customer Division team, focusing on KPU development and breakthrough.
- Design and execute development strategies, oversee process monitoring, project tracking, and relationship maintenance.
- Manage CRM and ensure the effective implementation of MTC/MCR processes.
- Regularly evaluate performance of key account development, optimize client portfolio and structure.
3. Solution Division Management (Value Delivery)
- Build and lead the Solution Division team to design, deliver and present customized solutions that drive deal closure.
- Lead solution integration and output across business, technical, and application dimensions.
- Conduct market intelligence, competitor analysis, and mid-to-long-term planning to support key account breakthroughs.
- Organize and lead business negotiations and bidding processes (commercial + technical) for major projects.
- Manage marketing activities and coordinate resources to enhance brand and solution influence.
4. Team Leadership & Development
- Establish a high-performance organization across Customer Division and Solution Division with clear responsibilities and collaboration mechanisms.
- Develop team competency in client management, market insights, solution delivery, and negotiation.
- Design performance evaluation systems to align team objectives with regional strategy.
Qualifications
1.Education
- Bachelor’s degree or above, preferably in Marketing, Business Administration, or Engineering.
2.Experience
- 10+ years of experience in key account sales and management, with at least 5 years in multinational companies or heavy equipment industries.
- Proven track record of success in 0–1/1–10 stage key account development.
- Experience in managing complex projects and cross-functional coordination.
3.Professional Skills
- Strong expertise in key account management, strategic negotiation, business bidding, and solution selling.
- Deep understanding of the European market landscape and industry trends.
- Demonstrated strength in strategic planning, organizational development, and leadership.
4.Language Skills
- Fluent in English (working language).
- Proficiency in at least one of French, Italian, German, or Dutch as a working language.
5.Personal Attributes
- Excellent communication and cross-cultural management skills.
- Strong entrepreneurial spirit, resource integration ability, and result-driven mindset.
Performance Objectives
Within 2–3 years, establish a comprehensive key account development system for the Europe Region, with a dual-engine structure (Customer Division + Solution Division).
Achieve breakthrough results with composite key accounts, delivering 0–1 stage success and accelerating 1–10 stage expansion.
Build a stable, scalable, and replicable key account relationship network to support sustainable growth of the Europe Region.
What We Offer
- A strategic leadership role in a fast-paced, international environment, where innovation, cross-border collaboration, and agility drive real business impact.
- A performance-based compensation package, including a highly competitive bonus structure directly tied to business outcomes, designed to reward leadership excellence and results.
- Significant influence and ownership, with the autonomy to shape key decisions and drive the direction of regional and global initiatives.
- Access to a diverse, high-performing team and the opportunity to lead transformational projects that define the future of our industry.
- A culture that values bold thinking, integrity, and continuous improvement, supported by strong executive alignment and open communication.
- Comprehensive executive-level benefits, including flexible working models, wellness initiatives, and long-term incentives.
