Key Account Management
Oversee domestic and export program planning and development for Regional Key Accounts, ensuring success of all program elements from start to finish
Serve as day to day client contact and communicate clearly and effectively not only with clients, but all program related vendors and staff
Standardize Key Account Management Organization using current existing resources for Internal coordination
Clarify rules and coordinate with each market manager and develop framework to implement global KAM biz (biz scheme, contracts)
Develop and disseminate information such as management briefs, dealer communications, vendor information, training documents, etc.
Act as the lead liaison between client and vendors, financiers and other stakeholders ensure due deligene as and when required
Fleet Sales Coordination
Manage and penetrate customers at all levels and develop relationships with various accounts that enable achievement of plans and objectives.
Prepare and deliver integrated selling approach that implement approved customer business plans and employ effective negotiating strategies.
Formulate strategy & develop biz plan for fleet customers by developing biz scheme & pricing model,obtaining priceapproval from Pricing, Int'l Control & Top Mgmt for special discount on each transaction
Buid up relationship & coordinate Int'l and regional tenders with distributors and coordinate Int'l and regional tenders with central fleet sales & integrate in global KAM projects
Communicate approved retail activities, promotional plans, financing options and new item authorizations with sales team
Support the regional SME approach
Where directed, identify sales opportunities, networking and fact-finding and calling on and closing new accounts.
Build up relationship & coordinate Int'l and regional tenders with large global & regional fleet customers
Collect the fleet sale result from distributors and develop other supports such as financing, extend warranty etc
MIS and Business Analytics
Leverage management tools to analyze data on a variety of critical business drivers ranging from coverage productivity and time allocation to retail conditions and program compliance.
Develop timely and accurate forecasts for assigned accounts and revise throughout the year
Top management/TLB presentations, reports
Regular reporting of key matrices to management/stakeholders
Support functional teams/ cross functional teams with respect to project setup, tracking and reporting of sales metrices
Communication and status report to management
New Business Initiatives
Prepare business case for new business initiatives for domestic/export markets for fleet sales
Presentation to top management for pricing approval, products, new schmes etc
Explore new sales avenues to further increase fleet sales across regions/exports