Client : Michelin Tyres Position : Key Account Manager Experience: 6 to 10years 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.
