Key Account Manager

In collaboration with the Managing Director France, define and implement the Large Clients strategy for the client portfolio concerned

• Be responsible for achieving our revenue, margin and overdue objectives
• Developing intimacy with our key national customers
• Expand Delphi's presence across our product lines, services, and solutions at our national customers
• Win over new Key Account customers
• Implement and develop brand positioning (value proposition)
• Work closely with sales, marketing, logistics and technical teams
• Know and understand the competitive environment
• Driving customer demand and loyalty
  
  

Large Customer Strategy :

• Define and implement the Key Account strategy of the portfolio in charge on the national territory
• Work closely with the Sales Force Director to develop our sales
• Contribute to the development of our key performance indicators (revenues, margin and overpayments)
• Develop business relationships with our existing customers (customer intimacy)
• Physical appointment team headquarters 1/month
• Field visits (Platforms/main Distributors) throughout the year
• Set up a prospecting and conquest strategy in order to increase our positions on the market (development of a pipeline of opportunities, regular reviews with the DC)
• To be the expert of each Key Account customer: who are the key contacts, what are the opportunities/risks, what are their purchasing criteria, what is their purchasing potential, our PDM.
• Understanding the market and competitive environment
• Have a permanent link with the sales team
• Understand all market trends and define strategic axes to reach the end consumer
  
  

Key Performance Indicators:

• Be the guarantor of the achievement of the country's objectives: revenues, net margin, overdue Strengthen our positions with our existing customers, win new Key Account customers
  
  

Developing the customer portfolio

• In close collaboration with the sales force team, develop the business wheel with our existing customers (platforms, distributors)
• Implement effective prospecting in order to develop our market share
• Define and list all prospects to be visited and follow up with the Country Director 1/week
  
  

Interactions With Other Departments

• Marketing: being in close contact with the Category Managers in order to develop the whole of our products (NTR), services and solutions at our customers' sites.
• Organize physical meetings.
• Diagnostics: with the help of KAM Diagnostics, develop our presence in Diagnostics products
  
  

Demand Planning

• Support the sales request and forecasting process
  
  

Continuous Planning

• Update SalesForce
• To be the specialist in the market and its environment
  
  

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