Key Account Manager - Heavy Duty
About Client : MNC Manufacturing
____________________________________________________________________________________________________________________________________________________________________________________________________
Job Position : KEY ACCOUNT MANAGER - HD
Location : Lucknow
Reporting to : Regional Manager Industrial & HD Sales
Criteria:
Educational background:
An Engineering Graduate. A specialisation in mechanical engineering will be an added qualification
Experience (depth and nature)
- B2B sales management experience of 3 years
- Experience of dealing with multiple stakeholders both within and outside the organization
- Track record of delivery of sales targets and performance
Other:
Essential
- Ability to develop and implement strategic and tactical business plans
- Ability to be hands on and drive the business with direct responsibility
- Flexibility of thought and action to be able to respond to changing market environments and dynamic business situations
Desirable
- Lubricants experience and background in sales and/or marketing roles
- Relevant experience of the local market including relevant legislative and regulatory knowledge
Purpose of Role:
The Key Account Manager manages a portfolio of customers and new prospects within a defined sales geography. The role is accountable for delivering Volume, GM and Overdue targets as well as identifying and developing new prospect customers.
Key Results/ Accountabilities expected from role:
1- Develop and agree (both internally and externally) the annual territory plan for each Account in the territory ensuring these plans are aligned with the overall business strategy and any agreements with relevant strategic partners (OEM etc.).
2- Deliver financial performance targets for the Accounts within territory including Volume, GM and Overdue.
3- Execute prospecting strategy for the territory, including data gathering, competitor and market knowledge, stakeholder and relationship management and tender/offer processes. Ensure long term growth by always seeking sufficient prospect customers and providing regular updates to the prospecting database and LBM process.
4- Manage customer business reviews to communicate and prove value delivery and reinforce relationships.
5- Implement the annual customer account plans in particular regarding:
- Identifying critical customer needs, and match our Value Proposition to those needs.
- Execution of agreed activities to maximize Customer and Company objectives and value
- Stakeholder and Relationship management at all levels and through all functions of the Customer and the Company
- HSSE and Ethical complian
- Proactively manage and challenge all revenues and costs associated within the activity at the Account to maximise impact on Account profitability
6- Develop and implement a systematic approach through the embedding of relevant OMS elements and ensuring appropriate risk reviews are undertaken appropriately.
7- Improve and deliver customer experience in territory. Ensure delivery of our promises by seeking continuous improvement and efficiency in all operations making sure the voice of the customer is represented in every decision we make. Drive standardisation of our sales offers in line with our basic customer offer.
8- Timely Collection of C forms
9- Ensure that all activities conducted through 3rd parties or intermediaries in territory comply fully with our own CoC and local competition legalisation. Ensure compliance with country regulations, COMPANY Group, Segment and regional policies and standards (e.g. Picasso).
10- Act in a manner consistent with the COMPANY Values & Behaviours by leading through our values, building enduring capability and maximizing value by strictly adhering to safe, Ethical & compliant behaviour for all activities in the market including company processes for “Distributor Claim Management
Key long term challenges faced in the role (in relation to section 4 & 10)
- Working remotely and autonomously in sales territories.
- Communicate and manage relationship with functions to ensure functional support requests are acted on and implemented.
- Implement advanced Value Selling techniques to maximise value for both our customers and Company, negotiate with customers within agreed DOAs ensuring not to make any promise that cannot be delivered
- Develop world class partnerships and relationships with large customers.
- Prospecting customers requires the Channel Sales Specialist to actively build new relationships in order to gain access to business opportunities.
- Effectively use Customer Relationship Management tools to manage all aspects of the account relationship and build sustainable relationships throughout the customer organization, as well as our organization.
To apply for this job, send your resume on pmcplconsultant@gmail.com