Executive Search position
Type of role? Senior Management & Sales
Location? Belgium
Sector? Electrical & Technical B2B Distribution
Reference number | O260056
Position title | National Manager Key Accounts
Our client is an established international group operating in the professional distribution of electrical and technical solutions. Its Belgian organisation supports professional installers, contractors and infrastructure partners through a broad portfolio of products, responsive logistics, technical support and dedicated customer teams.
The business serves complex construction, infrastructure, utilities and energy projects, where commercial success depends on reliability, long-term relationships, effective delivery and competitive contractual conditions. The organisation combines the resources of an international group with an entrepreneurial, accessible management culture, short decision lines and significant autonomy for its commercial leaders.
The Belgian business employs approximately 800 people and operates across several regional locations. The dedicated strategic-accounts activity manages a portfolio of approximately € 40 million in annual sales, serving large national and international installation and contracting customers.
The role of National Manager Key Accounts
As National Manager Key Accounts, you take overall commercial responsibility for a portfolio of major B2B accounts in Belgium, with an emphasis on large tertiary, infrastructure, energy and utility projects. You lead complex annual framework negotiations and coordinate large-project opportunities, balancing volume growth, pricing, margin discipline, service levels and durable customer partnerships.
You lead a team working across several Belgian regions, combining external Account Managers and internal sales colleagues. You report directly to the Commercial Director Belux and work closely with regional commercial teams, category specialists, logistics, procurement and international commercial counterparts. You are hands-on with strategic customers while ensuring the team has the structure, support and autonomy to perform.
Business context
The portfolio has grown significantly over the past decade and includes long-duration agreements with leading installation groups. Projects range from standard opportunities managed independently by Account Managers to substantial multi-site contracts requiring senior commercial coordination and, where relevant, international alignment. Profitability is typically volume-driven, making sound pricing decisions, execution reliability and customer retention particularly important.
Your Responsibilities
Strategic Key Account Management & contract negotiations
- Own and strengthen long-term relationships with major national and international installers, contractors and procurement stakeholders.
- Lead complex tenders, annual framework agreements and negotiations covering pricing, volumes, margin, commercial incentives and service-level commitments.
- Partner with external Account Managers on major customer meetings, project opportunities and high-value negotiations; escalate significant commitments appropriately.
- Coordinate cross-border key-account topics with commercial peers in other European countries where required.
Commercial growth & portfolio performance
- Deliver sustainable sales and contribution-margin development for an annual portfolio of approximately € 40 million.
- Translate market opportunities and project intelligence into structured account plans, proactive prospecting and measurable commercial actions.
- Monitor performance, customer potential, market evolution and competitor positioning; provide clear commercial reporting and strategic recommendations.
- Build business through trusted partnerships and disciplined execution rather than price competition alone.
People leadership & national coordination
- Lead, coach and connect internal and external sales colleagues across Belgian locations, including Flanders and Wallonia.
- Maintain the team’s strong collaboration and high service standards while supporting knowledge transfer, succession and further development.
- Empower experienced team members, organise regular sales rhythms and resolve customer escalations or operational issues with calm judgement.
Service execution & internal collaboration
- Align internal sales, logistics, category specialists and procurement to ensure accurate quotations, timely order follow-up and dependable deliveries.
- Act as senior escalation point for complex service, payment, damage and contractual issues, driving practical, customer-focused solutions.
- Engage technical experts and suppliers where specialist product knowledge is required to build commercially robust offers.
Governance & leadership partnership
- Report portfolio performance, customer potential, pipeline, SWOT insights and key priorities to the Commercial Director Belux.
- Build an open, constructive relationship with a dynamic commercial leader: bring clear opinions and structure while remaining flexible, diplomatic and action-oriented.
- Contribute to cross-functional and national management discussions, with an entrepreneurial mindset and strong accountability for agreed results.
Commercial environment
The most intense framework-agreement negotiation period typically falls in the first 5 months of the calendar year. The position requires regular travel within Belgium to customers, colleagues and regional offices; the exact work base can be adapted to the successful candidate. The position is national rather than a single-branch or purely individual-contributor role.
Who are you?
You are a commercially mature B2B leader who combines the drive to win strategic business with the ability to build enduring relationships and engage an experienced, geographically dispersed sales team. You have the confidence to negotiate with demanding purchasing directors, but also the judgement to listen, create trust and work constructively across organisational levels.
Key attributes and experience
- Solid experience in complex B2B sales, strategic account management, technical solution selling or major-project business development; exposure to long-term contracts and tenders is important.
- Demonstrated commercial ownership, including pricing, margin awareness, business development and challenging customer negotiations.
- Credible people leadership, with a coaching approach that combines autonomy, empathy, team cohesion and clear performance expectations.
- Technical curiosity and affinity with electrical, energy, industrial, infrastructure or building-technology environments. Direct electrical-sector experience or an engineering education is valuable, but not mandatory.
- Entrepreneurial, proactive, organised and analytical; pragmatic under pressure and comfortable making decisions.
- Strong networking and stakeholder management skills, with the ability to build, maintain and leverage trusted relationships at senior management and executive level within large, complex organisations.
- Strong networking skills on high level
- Diplomatic, approachable and emotionally intelligent leadership.
- Able and willing to travel regularly across Belgium and engage with colleagues and customers in both language communities.
Languages
- Professional fluency in Dutch and French is essential; one of the two may be somewhat stronger, provided the other supports credible business negotiations and team management.
- English is an advantage for international customer coordination.
Offer
A substantial national commercial leadership mandate with responsibility for established strategic customers, sizeable and visible projects, and an experienced sales organisation. You join an entrepreneurial culture where initiative, commercial energy and strong relationships are appreciated and where decisions are taken through accessible management lines.
The remuneration package is competitive and aligned with experience and the scope of the role, comprising fixed salary, performance-related annual bonus, company car, group and hospitalisation insurance, and customary Belgian benefits. An onboarding and handover period with the current role holder is envisaged where feasible.
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- Application deadline: 27 November 2026
