Area Sales Manager

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Description of the company

Michelin is a trusted global brand known for its premium products, technical expertise and strong customer credibility. In Denmark, you will join a small, experienced and field-oriented team of around 20 colleagues, primarily working across Sales and Technical Service.

This is a home-based field position covering Jutland, with regular customer visits across the territory. The Aarhus area can be a practical base, provided you can reach customers efficiently. Expect to spend approximately four days a week with customers and one day on planning, administration and virtual meetings, alongside occasional overnight stays and travel for team meetings or training.

Mission

As Account Manager for Dealer Business, you will manage and develop Michelin’s dealer business across your assigned territory (Aarhus area, Randers, Viborg and Aalborg area, Jutland, Denmark). You will take ownership of an existing portfolio while actively identifying and winning new opportunities, growing profitable sales and strengthening Michelin’s position with customers.

Key Responsibilities

Account Management

• Build trusted, long-term relationships with dealer owners, managers and sales teams, understanding their business, customer base and local market.

• Develop existing accounts, identify customer needs and translate them into relevant Michelin products, services and commercial actions.

• Grow sales, Michelin share and customer profitability while defending the value of a premium offer.

• Plan purposeful customer visits, agree clear next steps, follow up consistently and maintain strong customer coverage.

Business Operations

• Prospect for new customers and opportunities, manage the sales pipeline and convert opportunities into sustainable business.

• Use CRM and sales data to plan activity, prioritize accounts, maintain accurate forecasts and document follow-up.

• Work closely with internal Sales, Marketing, Customer Service, Supply/Distribution and Technical colleagues to deliver effective customer solutions.

• Manage your territory and travel independently within agreed objectives, pricing frameworks and commercial policies; protect sales and margin and comply with safety and company requirements.

What we are looking for

Experience

• Preferably 1-5 years of successful B2B field sales, territory sales or account management experience, with evidence of owning customer relationships and commercial results.

• Experience in dealer networks, automotive aftermarket, tyres, parts, tools, industrial products or other distribution-led B2B environments is relevant. Experience outside automotive is also welcome if you bring strong field-sales skills and a commercial mindset.

• A commercial, business or technical education is an advantage, but demonstrated sales results and potential matter more than a specific degree.

• Fluent Danish for customer dialogue and negotiation, good professional English, and a valid driving license are required.

Skills and competencies

• Strong prospecting, negotiation and value-based selling skills, with the confidence to create opportunities and defend a premium offer.

• Commercial understanding of sales, volume, pricing, margin and customer profitability, and the ability to turn data into practical customer actions.

• Structured territory and account planning, reliable CRM use, forecasting and disciplined follow-up.

• Self-driven and accountable, comfortable making decisions without daily supervision; customer-focused and skilled at building trust.

• Resilient and persistent, well-organized, pragmatic and hands-on in real customer environments, with the curiosity to learn technical products and market dynamics.

• Collaborative communicator who works effectively with colleagues at a distance and shares information proactively.

Working environment

• You will have genuine ownership of your territory and freedom to organize your week within clear commercial objectives. This is a highly autonomous, customer-facing role-not a conventional home-office position-and requires regular driving and a strong field presence.

• You will work closely with Danish and Nordic colleagues while operating independently day to day. Occasional travel elsewhere in Denmark and to Nordic or European meetings and training is expected. Initial onboarding includes an intensive two-week sales programme abroad.