Key Account Manager

Key Expected Achievements

• In cooperation with Michelin Guide team and in compliance with the commercial strategy, negotiates deals with local accounts:
• Develops knowledge of the local market, customers and competitors.
• Research prospects.
• Negotiates with customers. If there is a global deal, coordinates accordingly to and with the identified Sales leader.
• Formalizes the negotiation conclusions in the contract formats, ensure it is signed by all parties.
• Informs contracting/accounting department and archives contracts.
• Develops strategic Key Accounts approach for targeted global accounts whom headquarters are located in his geographical perimeter. This is done in cooperation with sales, marketing and operations team:
• Develops and formalizes customer knowledge for his markets / industry segments.
• Builds and negotiates a joint business development plan with the customer.
• Formalizes contracts and align countries/central team on objectives.
• Manages actions plans.
• Develops B2A partnerships to increase the revenues in his market such as with Host Cities with a long-term strategic view.
• The KAM is a key contributor in the Country Michelin Guide Ceremony event preparation with sponsor planning and coordination with operations/event team.
• Provides monthly reforecast of turnover and costs, per offer and customer. Pilots action plans with Key Accounts and internal teams to generate forecasted turnover and margin.
• Feed Salesforce with all the data about leads (with status, quotes and contracts)
• Contributes to the short & long term business plan update.
• Contributes to the definition of commercial strategy for his/her market (recommendation on offers, pricing, markets opportunities and priorities)
• Actively participates in identifying new business opportunities in his market and around. Lead some new business opportunity and feasibility.

Requirements

• Minimum 3-5 year working experience in Key Account Manager or Business development
• Excellent in sales process and account management
• Strong communication and interpersonal skills
• Strong problem solving, negotiation, teamwork and collaboration
• High level of entrepreneurial spirit and self-motivation
• Native Vietnamese Speaker with English fluency