Regional Key Account Manager, B&W

Role Objective

The Regional Key Account Manager is a high-impact role responsible for driving Villeroy & Boch’s commercial growth, brand dominance, and market share across the designated region.

This hybrid position demands a unique balance of hunter and farmer mentalities:

The Project Hunter: Securing and defending early-stage product specifications for high-value residential, commercial, and hospitality projects by building strategic alliances with international hotel groups, top-tier developers, and leading architects and designers (A&D). The Account Farmer: Optimizing and growing our established wholesale, dealer, and retail network, ensuring prominent showroom display execution, and driving both sell-in and sell-out performance.

This role requires high autonomy, technical curiosity, sharp commercial acumen, and the capability to confidently influence senior decision-makers and regional partners.

Position Summary

• Department: Sales & Business Development (Bathroom & Wellness)
• Employment Type: Full-Time
• Reporting To: Head of Sales
• Travel Requirements: Highly mobile (up to 70% field-based/travel within territory to manage visit cycles and conduct client meetings)

1. Strategic Project Specifications & A&D Engagement

• High-Value Specifying: Proactively identify and secure Villeroy & Boch product specifications at the early design and concept stages for major commercial, high-end residential, and hospitality projects.
• A&D Relationship Management: Establish and cultivate long-term partnerships with leading architecture, interior design, and consulting firms, serving as their technical expert and trusted advisor.
• Developer & Hospitality Alignment: Manage relationships with key decision-makers at corporate and regional levels of international hotel chains and major real estate developers to align project pipelines with our premium product offerings.
• Specification Retention: Track projects diligently through all design phases, providing necessary technical documentation and physical mock-ups to defend our specifications against substitution.

2. Dealer & Retail Account Management

• Commercial Excellence: Take full ownership of assigned distributor, wholesale, and retail dealer accounts, ensuring day-to-day operational excellence and rapid issue resolution.
• Sell-In & Sell-Out Performance: Collaborate with dealer partners to drive sales volumes. Support wholesalers and showroom staff in improving installer and end-consumer sales.
• Commercial Negotiation: Lead negotiations regarding pricing, terms, rebates, annual targets, and cooperative marketing agreements in line with company margins and corporate guidelines.
• Showroom & Brand Standards: Ensure Villeroy & Boch showroom displays are clean, fully functional, premium-positioned, and strictly aligned with global brand guidelines.
• In-Store Enablement: Implement regional/national promotions and deliver highly engaging, technical, and commercial in-store training programs (e.g., Breakfast Sessions, Lunch & Learns) to boost dealer confidence and product knowledge.

3. Project Tracking & Cross-Functional Collaboration

• CRM and Pipeline Management: Maintain absolute data integrity within the CRM system (Salesforce). Track project lifecycles from initial design concept to final delivery and after-sales support.
• Local Market Handover: Coordinate seamlessly with local dealer sales team when project specifications secured at a regional hub transition to local construction/bidding sites.
• Tender & Bid Defense: Collaborate with regional bid, pricing, and sales teams during the tendering phase. Provide technical certifications, warranty justifications, and competitive positioning to defend Villeroy & Boch's inclusion.
• Stakeholder Coordination: Liaise internally with Marketing (for A&D brand engagement programs), Product Management (for product customization and project-specific requirements), and Customer Care/After-Sales (for installation and commissioning support).

4. Strategic Planning & Data Analysis

• Sales Analysis: Analyze market trends, regional sales data, and customer purchasing behaviors to identify new business opportunities and underperforming accounts.
• Account Development Planning: Formulate and execute tailored joint-business plans for key accounts, detailing sales targets, marketing initiatives, and showroom upgrade timelines.
• Market Intelligence & Reporting: Gather continuous feedback on competitor activities, pricing trends, and product innovations. Provide leadership with accurate sales forecasting and strategic recommendations.
• Industry Representation: Act as a key brand ambassador at major industry events, architectural forums, design panel discussions, and regional trade shows.