Key Account Manager (OEM Automotive Industry)

Client: Michelin Tyres

Position: Key Account Manager

Experience: 5 to 6years

Location: Salem and Vijayawada

Job description

AM:MISSION : Develop his business portfolio (geographical or segmentation, etc) through the sales of offers (product/service/solution) to Customer (Direct, Indirect, Professional End User, Dealer)

KEY EXPECTED ACHIEVEMENTS

Account Management

• Gathers information from the customer to understand their needs and detailed requirements. • Oversees monitoring of relationships including lessons learned and appropriate feedback (close the loop). • Develops/generates new leads by monitoring trends, conducting research, identifying opportunities, cold calling and making appointments. • Educates and develops rapport with internal and external customers, promoting partnerships, seeking feedback and proactively addressing customer needs and requests. • Expands customer buying centers and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met. • Develops communication and training programs to inform sales and marketing teams of new product launches and changes in organizational strategy. • Develops processes and procedures to optimize account management efforts and ensure sales goals are achieved. To innovate different way of selling to a customer as to engage him maximum with existing domain of solutions of products. Responsible for end to end solution to customer sales to payment collection. Manage time well & respond with reporting to line manager in defined time. Plan his field working in cost effective manner.

Distribution channel:

Identify,Analyze, Lead & support distribution network development To steer channel sales force, defining KPI for the same & assessing the performance on defined frequency, providing them way forward to achieve the defined goals To Capture market demand & forecast for the complete RT business Follow up identified actions & drive sales development activity in identified segments Risk assessment of the business periphery & propose/Identify action to streamline the way forward Training needs for the channel to be identified & proposed Keep an eye of the market happening & update the line manager for the necessary actions To follow & ensure the SOP defined to sell each segment of products & be an ambassador of that.

Opportunity Management

• Develops sales action plans for targeting leads, converting them into sales. • Manages own territory by allocating time and resources. • Develops and maintains mid-term territory plans. • Gathers and disseminates competitor market intelligence. • Maintains and updates customer target list. • Participates in strategic lead generation and development of target markets. • Identifies new, profitable business potential in specific markets. • Monitors partnership arrangements to ensure that the objectives of the partnership remain on target. • Influences various partnerships to meet multiple goals. • Analyzes complex information, identifies patterns and implications; understands that the root cause of an issue may initially appear to be unrelated to the issue. Product, Service & Industry Knowledge • Pitches own organization against competition in generic terms. • Identifies related industries that may have an impact on own industry • Matches product knowledge to the implicit needs of the customer. • Troubleshoots product related problems.

Negotiating

• Reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery; negotiates with other departments on cost sharing). • Selects an approach to negotiation based on an understanding of each party’s interests and priorities. Customer Value Management • Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and consumer insights to drive increased consumer preference and customer activity. • Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization’s objectives. • Identifies business opportunities based on knowledge of clients, markets, products and services. • Coordinates planning activities with other functions and stakeholders within the organization.

To prove value to customer:

Service contracts with the customer to improve the product performance & prove the value of premium. To generate revenue with maximizing organization & service partner revenue with customer satisfaction. Propose plan different method to service & retain customer.