Marine Key Account Manager

What we are looking for in you:

• Degree and/or Master's in Naval and Ocean Engineering or similar. 
• English C1
• Knowledge of Microsoft 365
• Knowledge of CRM: we use Salesforce.
• Due to the area of influence, travel and overnight stays away from the usual place of residence are sometimes required.
• Valid driver's license. Driving a vehicle as a regular work tool due to the commercial functions.

Skills:

• Initiative/proactivity.
• Commercial awareness.
• Market knowledge.
• Product knowledge.
• Commercial management.
• Sales techniques.

• Specific sales training is valued. Commercial management course.
• Desirable 5 years of technical-commercial experience in the naval sector (ships and offshore), implementing the corporate strategy in the Spanish market, managing key accounts and direct sales, designing strategic Plans for shipyards, naval engineering firms, and high-impact key accounts, with solid knowledge of the product portfolio used in ship construction.

What we offer

• Work location: Alcobendas
• Permanent employment contract.
• Competitive salary and bonus based on sales.
• Professional and training development in a leading multinational company in its sector.
• Have freedom, within a framework of responsibility, to organize your work in an environment of work-life balance.
• Discounts on Sika products among other corporate discounts. 
• Flexible benefits package. 

We offer competitive salaries, aligned with local market standards and the scope and specific responsibilities of each position. Compensation is determined based on skills relevant to the role, academic background, and/or training. We are committed to fair and equitable pay practices, in accordance with applicable laws and regulations.

We are currently looking for a Marine Key Account Manager within the Industry business area. The person will be responsible for the adaptation and execution of the Marine market strategy in Spain, as well as the management of the product range (ships & offshore, structural adhesives and sealants), the setting and control of the pricing policy, and the management of Key Accounts, acting as a direct technical-commercial bridge with the corporate team in Switzerland to drive Sika's market share and brand value, coordinating the strategy and introducing new technologies into the Spanish market.

Responsibilities:

1.- Meet and enforce the budget, as well as coordination with the other departments of the company:

- Design, execute, and follow up on the annual business plan and budget for the Marine market at a national level.

- Manage the comprehensive marine product portfolio (product management), identifying range gaps and innovation opportunities.

- Client visits and prospecting together with the sales representatives.

- Define the pricing and discount policy, guaranteeing the operating margins and profitability objectives required by the division. Ensuring profitability objectives.

- Follow-up of the KAs, ensuring the sales defined in the budget and preparing an account plan to increase sales in these key accounts.

- Coordinate training courses and activities with customers in the market.

- Ensure profitability objectives.

2.- Market analysis:

                - Penetration analysis and competitor actions.

                - Sales price analysis taking into account the profitability policy.

                - Identify growth opportunities within the market, whether through growth in existing customers or potential customers.

                - Perform continuous market analysis, competitive benchmarking, and trends in the naval sector (ships and offshore).

3.- Strategy definition:

                - Coordination of the strategy with the Corporate / International team (Switzerland): Corp. Business Development Manager Shipbuilding and Head Marine EMEA (technology transfer, global launches, and strategic alignment).

                - Adaptation of the corporate strategy to the national market.

                - Define action plan and assist in the preparation of the annual budget.

                - Transfer strategy to the commercial zones, in cooperation with the sales manager.

4.- Key Account Management and Direct Sales

                - Design and implement strategic Key Account Plans for shipyards, naval engineering firms, and high-impact key accounts.

                - Perform active prospecting, technical prescription of solutions, and closing of framework supply contracts.

                - Coordinate technical training and product demonstrations for specifiers, engineers, and applicators in the sector.

5.- Corporate Alignment and Innovation:

                - Coordinate with the Corporate team in Switzerland the introduction and approval of new technologies in the national market.

                - Report sales KPIs, project pipeline, market share evolution, and account progress at local and global levels.

6.- Marketing plan:

                - Define and apply the marketing plan for the Marine market, including ships and offshore, collaborating with the Sales Manager (Distribution).

                - Coordinate with the marketing department.