Zellik, Belgium
37 days ago
KAM 2WM Benelux
KAM 2WM Benelux

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KEY EXPECTED ACHIEVEMENTS

 ACCOUNT AND OPPORTUNITY DEVELOPMENT
- Develops processes and procedures to optimise account management efforts and ensure sales targets (online and offline) are met.
- Carries out service demand analysis and influences stakeholders to ensure that the necessary resources are created to deliver the required services.
- Initiates improvements to services, products and systems.
- Leads the customer account planning cycle and ensures that all customer needs and expectations are met.
- Advises the sales team on products, services and problems encountered by customers.
- Monitors sales results, competitiveness and market trends, and makes recommendations where necessary
- Implements customer loyalty strategies to secure the future of the business.
- Identifies commercial challenges and opportunities by analysing financial and extra-financial data on the company's transactions.
- Performs appropriate profitability analyses and makes recommendations to support short- and long-term decisions (e.g. break-even, relevant cost, contribution margin, linear programming, sensitivity and uncertainty analysis, etc).

NEGOTIATION
- Expresses ideas/solutions appropriately to overcome resistance, complaints and frustration from others.
- Builds rapport with others to foster positive and productive relationships.
- Effectively matches product knowledge to implicit consumer needs.
- Negotiates at the highest level on technical and commercial issues to ensure that customers, suppliers and other stakeholders understand and accept solutions that will meet their needs, and that appropriate delivery contracts are defined.
- Develops strategies and negotiating positions by studying the integration of new initiatives into the company's strategies and activities (including e-commerce).

 CUSTOMER VALUE MANAGEMENT AND BUSINESS PARTNERSHIP
- Establishes and maintains customer and sector contacts to maintain good relations and develop business opportunities.
- Develops new business relationships and opportunities to improve the profitability of existing accounts.
- Defines and implements new sales processes and skills, including territory management, key account and distributor management, and structured sales methodologies.
- Leads by example and builds mutual trust through clear communication, open dialogue and consistent behaviour.
- Forms alliances with people from different parts of the business to collaborate on mutual objectives.
- Cultivates and develops new opportunities to build long-term business relationships.
- Designs and implements initiatives to increase current and future market penetration.
- Collaborates with marketing specialists to leverage product knowledge and promotions.
- Optimises brand opportunities and tailors products and/or services to customers.

KNOWLEDGE OF PRODUCTS, SERVICES AND THE SECTOR
- For a given offer, assesses the products/services and direct competition in order to position your own company effectively.
- Identifies and explains sector trends to customers
- Uses knowledge of complementary products/services to encourage upgrading.
- Solves product-related problems.

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