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Key Account Manager – Picnic

We are now looking for a Key Account Manager (Picnic) to lead, manage and develop the sales activities whilst maintaining regular contact with the REA (Realisation) team during project(s) delivery.

The role includes the management of dedicated resources to bid current and future projects and initiatives associated with the Picnic key account. To be the “point of contact” for TGWNE in client interaction; “engage, develop and maintain”.

The Key Account Manager (KAM) ensures that the current projects are delivered (led by TGWNE’s Realisation (REA) Team) and additional significant projects are awarded and delivered achieving the target margin over the next 3 years.  Customer satisfaction and European partner of choice are the key success criteria.


  • Identify and develop sustainable relationships with decision makers and influencers at all levels directly and by leveraging TGW resources and management at the appropriate level.
  • Develop a deep understanding of the customer needs and how to fulfil them and become their long term supplier of choice.
  • Work with the Director of REA BV, Project Managers, Head of Sales, Head of SD, Head of AE and CSO and CEO in both TGWNE and TGWCE to:
  • Define business development and project delivery plans for the current fiscal year as well as for the strategic horizon (5 years+ plan). This is in accordance with Picnic requirements and overall TGW Strategy.
  • Ensure planned order intake margins are achieved.
  • Hold regular review meetings to assess progress against agreed plans.
  • Support efforts to recruit, train and retain key members of the current TGWNE Picnic Sales team.
  • Matrix manage the virtual Picnic team and ensure that all stakeholders are aware of the Picnic KPIs and trained in Picnic stakeholder management.
  • Develop a Picnic innovation strategy to ensure TGWNE is the partner of choice to help them “build the plane whilst it is flying”.
  • Ensure compliance to regulatory and internal processes.
  • Determine the strategic targets for the Picnic account.
  • To generate future insights and idea generation to ensure a flow of Picnic specific improvements.
  • To maximise ongoing revenue from spare parts, maintenance and other upgrades (supporting the LTS leads).
  • Be the point of contact and go to Picnic expert within TGW Group – communicating on a regular basis Picnic related updates regarding their strategy, marketing, ways of working and other relevant Picnic news.
  • Regular collaboration with the other VP & KAMs.
  • Ensure that all Picnic activities are conducted with the highest level of integrity and fairness.
  • Establish long-term relationships with Picnic and other key strategic partners to ensure that customer satisfaction expectations and KPIs are consistently exceeded.
  • To ensure compliance within the sales process, and to ensure that all proposal documentation is produced and signed off in accordance with agreed guidelines.
  • Deal with escalation topics arising from Picnic account.
  • To own, maintain and develop the Key Account Plan for Picnic.


  • Bachelor’s degree in Finance, Business or Engineering-related discipline, strong technical background.
  • 2-3 years’ experience in account management, sales or other customer-focused role.
  • Preferred familiarity with core e-grocery market.
  • Experience of working with emerging young customers.
  • Experience in strategic sales management for complex business, ideally in the material handling industry and/or working with/for global retailers.
  • Experience of managing cross country matrix teams (where applicable).
  • Experience of negotiating complex contracts and deals (preferred but not essential)
  • Experience and knowledge in use of tools such as CRM & PowerBI, Miller Heiman Strategic Selling and LAMP Methodology (Bluesheet, Greensheet and Goldsheet), Business Development Process, Sales Stage Gate Process.
  • Previous responsibility for account P&L.
  • Ability to inspire confidence and create trust with employees and stakeholders at all levels.
  • Excellent people skills, with an ability to partner with a dynamic leadership team.
  • Strong leadership skills: managing growth, developing people, navigating in changing environments.
  • Strong communication skills: relationship building, presentation skills.
  • Fluency in English, additional languages such as Dutch would be advantageous.


We offer

  • Een dynamische, open en informele werkomgeving met prettige collega’s.
  • Direct een vast contract met marktconform salaris en 8% vakantietoeslag.
  • De mogelijkheid om op afstand te werken (remote working policy)
  • Lease auto of mobiliteitvergoeding.
  • Laptop en Mobiele telefoon.
  • Jaarlijkse salarisgroei bij goed functioneren & indexatie.
  • 32 vrije dagen en anciënniteitsdagen vanaf 5 jaar in dienst.
  • Dual Employee Participation Plan ( ); een winstdelingsregeling van de onderneming op basis van de EBIT van het afgelopen jaar.
  • Aandacht voor persoonlijke ontwikkeling en doorgroei met een individueel opleidingsbudget.
  • Onbeperkt online opleidingen volgen via GoodHabitz.
  • Ondersteuningsprogramma voor medewerker en gezin, zowel zakelijk als privé.
  • Uitstekende secundaire arbeidsvoorwaarden waaronder pensioenopbouw, collectieve zorgverzekering, bijdrage voor sportschool, korting op private lease, een fietsplan en ruime werknemersverzekeringen.
Marcel van Gogh
TGW LOGISTICS GROUP GMBH Ludwig Szinicz Straße 3 A-4614 Marchtrenk, Austria +43 (0)50 486