The PRO Key Account Manager Lead recruits, coaches, and steers a team of high-performing field sales representatives to win share of the local B2B market, ensuring the regional achievement of revenue targets through disciplined lead conversion and strategic key account development.
We are OBI. As a team, we give our all to make our customers' projects – big or small – a reality. Many bright minds stand together here, living and breathing the 'ALLES MACHBAR' spirit. Join us!
* Performance Steering: Own regional performance and drive KPI delivery (visit-to-order conversion, share of wallet, new acquisition, pipeline coverage). Ruthlessly manage the CRM funnel and initiate corrective actions immediately to ensure the ~€1M revenue per head target is consistently achieved
* Team Leadership & Coaching: Build and lead a high-performing PRO KAM team: recruit, onboard, and hold the team to clear activity and outcome standards. Run frequent ride-a-longs and coach hard on execution (acquisition, negotiation, closing) to lift win rates and productivity
* Regional Strategy Execution: Execute the national segmentation and territory plan with discipline. Enforce focus on priority verticals (e.g., Property Management), optimize coverage, and maximize market share through targeted account development
* Customer Experience: Guarantee delivery on customer promises—pricing, availability, delivery, credit, service. Escalate early, remove blockers fast, and align internal and external partners (supply chain, category, suppliers, stores) to protect revenue and retention
* Stakeholder Management: Mediate between the field sales force and Store Managers/PRO Consultants to ensure collaboration is delivered and customer service is seamless between the job site and the store
* Key Account Growth: Lead the big bets - step into high-complexity negotiations, push deals over the line, and tighten ownership of the region's largest accounts to secure long-term loyalty and recurring revenue
* Market Intelligence: Provide bottom-up feedback to the Principal Development team regarding competitor pricing, assortment gaps, and local market trends to refine the national PRO strategy
* Proven Leadership Excellence: Extensive experience in leading B2B field sales teams, with a track record of hitting aggressive growth targets in the construction, wholesale, or industrial sectors
* Sales Coaching DNA: Strong ability to mentor \"Hunter\" and \"Farmer\" profiles, with deep expertise in value-based selling and navigating multi-level stakeholder environments
* Analytical Competence: High proficiency in CRM-based steering (Salesforce); able to translate data and funnel metrics into actionable sales activities and territory optimizations
* Communication & Networking: Strong diplomatic skills to navigate the interface between central strategy and local store operations, coupled with the willingness to travel frequently within the region
* Work-life balance: 30 days of annual leave plus days off on December 24th and 31st – with the option to add ten additional vacation days
* Flexible working hours & workation: Flexibility to shape your workday within our flextime framework, plus the opportunity to work from abroad (EEA) for up to 20 days per year
* Office or home: Hybrid model with three office days, including two fixed team days for personal exchange, one flexible office day, and two days of mobile working per week
* Sabbatical: Option to take a break from everyday work for up to six months
* Your development: Access to many exciting training opportunities, for example, at our OBI Academy
* Shopping at OBI: 15% discount on your purchases at our stores
* Fuel your day: On-site canteen as well as free hot drinks, water, and fruit
* Corporate benefits: Exclusive discounts on countless leisure activities, online shops, technology, and more
* Sustainable travel: Option to receive a discounted company bike if interested
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