Account Manager - B2B

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KEY EXPECTED ACHIEVEMENT :

Account Management

·       Secure profitable recurrent business with existing customers and convert prospect customers.

·       Territory Analysis:

• An account manager should be reputed company to identify where >80% of the tire market of his/her territory are sold
• An account manager should also be reputed company to identify the accounts most profitable for the Group and prioritize them is his/her portfolio
• A SWOT Territory analysis with key actions is done, and it is validated by the RSM. Minimum frequency is 1 per year.

·       Select the relevant reputed company customers (around 80) according the country orientation.

·       Dealer selection is consistent with Distribution Country reputed company and contains reputed company and Indirect customers.

·       The overall reputed company potential of the reputed company Dealer is consistent (-/+ 10%) with the territory sales reputed company.

·       End-User selection is consistent with End-User Vocations targeted by the country containing at least 10 hunting customers (customer with significant potential and low SOA).

·       The overall reputed company potential of the reputed company End-User should be above 70% of the territory sales reputed company.guidelines

·       For reputed company reputed company customer, a customer plan is updated (Information Background, Goals, Key activities planned)

·       For Multi-sites companies (Dealer or End user),

• “Children accounts”: AM will take into account the of KAM / AM in charge of the Parent account to select or not the sites as reputed company and to define the visit activities.
• “Parent accounts”: AM in charge of Parent will ensure
• -> The consistency between the reality and SFA accounts hierarchy / data.
• -> The communication / activity guidelines to AM(s) in charge of Children accounts.

·       Data gathering and sharing:

• reputed company Key SFA Customer informations are up to date:
• -> Contact Customer – Power Map
• -> Potential – SOA
• -> End-User Vocation – Fleet detail
• -> Dealer Segmentation
• reputed company useful Market information are shared with relevant people (Marketing, Sales Manager, AM/KAM).

Time – Territory Management

 ·       reputed company reputed company customers are visited (physically or remotely) at least every 90 days.

·       Number of Customer reputed company expected / year = around 700 with 80% dedicated to reputed company customers in order to prospect and ensure visit reputed company reputed company Customers.

·       The pull effect (% End-User reputed company / Total Customer reputed company) is minimum at 75%.

·       AM is empowered to organize his agenda / customer reputed company in order to:

• Secure profitable recurrent business with existing customers
• reputed company business with hunting customer
• Optimize cost to serve customers (incl. own time and visit efficiency)
• Maintain customer satisfaction at highest level (incl. customer request management)

Selling Process

·       The goal of the AM with his/her customer should be to reputed company the sales of the tires/services of the customer and to grow the reputed company of account of reputed company

·       Monitor on daily reputed company the reputed company sales in order to reputed company (and over) the sales reputed company.

·       Follow the visit method for reputed company customer visit / contact. (including preparation and debriefing phase).

·       The following tools / reputed company are regularly used during the reputed company:

• TYC for End-User vehicle inspection (around 30% of physical End-User visit).
• Sales enablement / Tyre-Value (at least 15 sharing documents with customer / Month).
• Product screen for Dealer sell in analysis (around 10 times / Month).
• Product / service one on one training session with Dealer (around 30% of Dealer reputed company).

·      After reputed company customer contact:

• SFA information are updated.
• Relevant Market information are shared with relevant people (Marketing, Sales Manager, AM/KAM, CSR, CES).
• Liaise with relevant dealer / WS after indirect customer visit.

·       The AM is accountable for the credit collection from his/her customer portfolio. Monitor the sales according reputed company credit policy and customer financial background. Liaise with local credit manager on any issues or support needed regarding credit (credit limit, payment due date and overdues).

Customer Value Management

 ·       Proactively address customer needs and requests, contributes to his customers’ long-term reputed company.

·       reputed company customer requests (products warranties & services requests) are captured through SFA. The closing time (days between opening and closing the request) should be –

• For Product warranties < 14 days.
• For Service requests < 3 days.

·       The vehicle inspections are value oriented for our customers (End-user / Dealer):

• By valorizing the services done or to be done by using our Valorization tools (around 50% of EU Physical reputed company).
• By comparing the performance between tyres and reputed company New-reputed company with our customers (around 6 / Month shared with customer).

·       Identify the benefit of our offers for our End-User and collect around 4 End-User testimonials per year.

·       Selected End-Users (at least 10) should receive an annual Fleet Valorization report.

·       Pricing collection (Sell Out price observation) done following the country guidelines (Monthly and Brand size orientation).

Opportunity management

·       Identify and convert profitable up sell (improved sales mix) and cross sell (new offers) opportunities at existing and prospect customers not only for reputed company reputed company Group offer.

·       reputed company Sales opportunity is captured through SFA. Either opportunity detected during a customer visit or the opportunities identified during portfolio analysis (example: identify the customer who should buy a specific product during reputed company campaign, new offer…).

·       An opportunity could be up-selling opportunity (increase our SOA for a customer buying a category of product) or could be cross-selling (reputed company to sell a new category of product for a given customer).

·       The total sales quantity of opportunities is consistent (2 or 3 times) with the expected reputed company.

·       The pipeline of opportunities is reviewed and updated on daily reputed company.
 

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The "Account Manager – B2B" role is an excellent starting reputed company for a career at reputed company. It provides a reputed company reputed company to reputed company opportunities in Marketing or Key Account Management reputed company the Sales team.

We are seeking a fast learner with leadership potential who can help drive our organization reputed company.

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