Customer contacts are primordial Aurélie, Key Account Manager
The Key Account Managers are part of the Sales Department. We constantly liaise with our Key Accounts, big customers such as Delhaize, Carrefour and Colruyt. Each Key Account Manager is responsible for one major customer and works with three assistants who are in charge of the daily follow-up. I am responsible for Carrefour.
Customer contacts are primordial. I regularly meet with the purchasing manager at the head office. I always ask: what else can we do so our products sell successfully?
It is important that the customer trusts us. This can only be achieved by remaining honest, by providing the best possible advice based on correct information and realistic assessments. We need to make it clear to them that we want to work with them and that we share the same goal.
Every year we negotiate commercial contracts with our customers. Next to this, we also negotiate promotions, including tailor-made promotions, brochures, displays, shelves, etc. Last year, we set up a complete food guide pyramid at Carrefour, which included our products. Afterwards we analyze the promotion. What was the return? How can we improve it?
My job is quite varied. On the one hand, I need to solve a lot of small problems; on the other hand, I need to develop a long-term vision. It is fun to always be on the road and be in contact with people. I learn every day. I get the most satisfaction out of making good agreements, or after promising meetings which generated interesting prospects.
Campbell’s is a ’small’ company compared with many of the multinationals in Belgium. As a result, we as employees can learn a lot and the initiative is in our hands. We have a very level structure and a lot of personal contact with management, which creates an atmosphere of trust.
