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    area manager sales pl - Pune, India - MICHELIN

    MICHELIN
    MICHELIN Pune, India

    Found in: Talent IN C2 - 1 week ago

    Default job background
    Full time
    Description

    AREA MANAGER SALES PL
    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.
    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.
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