Key Account Manager - Salem, India - Michelin

Description

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.