Key Account Manager - Finding Jobs In Indonesia - Job Agency Indonesia

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Job Search and Recruitment Indonesia

Company Logo
(Manager level)
(Manufacturing/ Production)
Jakarta Selatan, Indonesia
Nov 13, 2019 - Advertise Date
Feb 11, 2020 - Expired Date

Company Descriptions

2April 2011 adalah awal dari perjalanan baru bagi kami, dimana kantor komersial kami resmi di buka di Jakarta. Bukan hanya awal perjalanan bagi kami, tetapi juga bagi konsumen dalam merasakan sebuah pengalaman baru, yakni mobilitas yang lebih baik di Indonesia. Untuk mencapai tujuan tersebut, kami menawarkan produk dengan kualitas yang tinggi pada segmen tertentu yakni ban pada mobil penumpang, truk ringan dan truk & bis.

Requirements
  • Provide country specific input to the Zone Key Account Manager in order to assist with the Account Dashboard and the development of a negotiation and contract strategy for a Zone account
  • Negotiate an single / multi-year customer contract that is aligned with country / entity commercial, financial and distribution strategies
  • Prepare the negotiation respecting entity guidelines
  • Build the negotiation strategy using tools and techniques learned during negotiation training
  • Formalize the negotiation outcome in a formal contract validated by management and legal
  • Manage the commercial and business relationship for the accounts that make up 80% of the KAM’s total NAR through the implementation of the Key Account Planning Standard steps and tools
  • Develop and formalize and in-depth knowledge of the account(s)
  • i. Build and maintain the key information needed for the Customer Identity Card/
  • ii. Establish an account diagnostic (environmental analysis, purchasing policy, SWOT of the customer)/
  • iii. Understand the account’s business strategy/
  • iv. Identify and document key business contacts in the Power Map/
  • Analyze Michelin’s position with the account(s)/
  • i. Analyze and understand Michelin’s competitive situation within the account(s)/
  • ii. Clearly define the account’s expectations and regularly assess the account’s satisfaction level with Michelin
  • iii. Identify and document account advocates within the Power Map/
  • Define and validate with the entity management team a 1 to 3 year account strategy for each account/
  • Build and negotiate a joint development plan with the account(s)/.
  • i. Establish achievable quantitative and qualitative objectives/
  • ii. Identify the levers (related to offer, relationship and operations) that will support and ensure the attainment of each objective/
  • iii. Negotiate and validate the joint development plan within Michelin and with the account(s) before deploying/
  • Build and negotiate an operational action plan with the account(s)/
  • i. Break down the levers into actions/
  • ii. For each action: define them using the SMART methodology, quantify resources and efforts needed, prioritize and identify an owner for each action
  • iii. Establish an internal Account Platform team(s)/
  • iv. Share and validate the operational action plan(s) with the internal Account Platform team/.
  • Manage the implementation of the operational plan(s) /
  • i. Analyze the business results and propose corrective actions /
  • ii. Follow the progress of each individual action included in the operational action plan(s)/
  • iii. Plan, prepare and facilitate Account Platform meetings and ensure that all decisions and action items are appropriately documented in meeting notes/
  • iv. Regularly visit the account(s) and keep him/her up to date on the attainment of the operational plan/
  • Track daily activities in support of the Key Account Manager indicators : # of visits, customer facing time/
  • 5. Manage the country level account platform team(s)/
  • Clearly define roles, responsibilities and expectations. Share and validate them with each team member’s manager/
  • Lead the account team(s) during the account platform meetings
  • Provide feedback to account team members’ managers on their individual and joint performance
Responsibilities
  • Provide country specific input to the Zone Key Account Manager in order to assist with the Account Dashboard and the development of a negotiation and contract strategy for a Zone account
  • Negotiate an single / multi-year customer contract that is aligned with country / entity commercial, financial and distribution strategies
  • Prepare the negotiation respecting entity guidelines
  • Build the negotiation strategy using tools and techniques learned during negotiation training
  • Formalize the negotiation outcome in a formal contract validated by management and legal
  • Manage the commercial and business relationship for the accounts that make up 80% of the KAM’s total NAR through the implementation of the Key Account Planning Standard steps and tools
  • Develop and formalize and in-depth knowledge of the account(s)
  • i. Build and maintain the key information needed for the Customer Identity Card/
  • ii. Establish an account diagnostic (environmental analysis, purchasing policy, SWOT of the customer)/
  • iii. Understand the account’s business strategy/
  • iv. Identify and document key business contacts in the Power Map/
  • Analyze Michelin’s position with the account(s)/
  • i. Analyze and understand Michelin’s competitive situation within the account(s)/
  • ii. Clearly define the account’s expectations and regularly assess the account’s satisfaction level with Michelin
  • iii. Identify and document account advocates within the Power Map/
  • Define and validate with the entity management team a 1 to 3 year account strategy for each account/
  • Build and negotiate a joint development plan with the account(s)/.
  • i. Establish achievable quantitative and qualitative objectives/
  • ii. Identify the levers (related to offer, relationship and operations) that will support and ensure the attainment of each objective/
  • iii. Negotiate and validate the joint development plan within Michelin and with the account(s) before deploying/
  • Build and negotiate an operational action plan with the account(s)/
  • i. Break down the levers into actions/
  • ii. For each action: define them using the SMART methodology, quantify resources and efforts needed, prioritize and identify an owner for each action
  • iii. Establish an internal Account Platform team(s)/
  • iv. Share and validate the operational action plan(s) with the internal Account Platform team/.
  • Manage the implementation of the operational plan(s) /
  • i. Analyze the business results and propose corrective actions /
  • ii. Follow the progress of each individual action included in the operational action plan(s)/
  • iii. Plan, prepare and facilitate Account Platform meetings and ensure that all decisions and action items are appropriately documented in meeting notes/
  • iv. Regularly visit the account(s) and keep him/her up to date on the attainment of the operational plan/
  • Track daily activities in support of the Key Account Manager indicators : # of visits, customer facing time/
  • 5. Manage the country level account platform team(s)/
  • Clearly define roles, responsibilities and expectations. Share and validate them with each team member’s manager/
  • Lead the account team(s) during the account platform meetings
  • Provide feedback to account team members’ managers on their individual and joint performance
Length of Experience
:
0 - 2 years
Employment Type
:
Permanent
Work Location
:
DKI Jakarta, Indonesia
Debby Lim

Contributor

Debby Lim (Consultant)

Rubby Lim

Contributor

Rubby Lim (Consultant)

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