Key Account Manager

2 weeks ago

Durban, KwaZulu-Natal, South Africa Michelin Connected Fleet (MCF) Full time

Key responsibilities:

  • To generate opportunities within Michelin sales teams and leads : Services and solutions, AM and Distributors, and OEMs (Trailers)
  • Identify key prospective targets within assigned prospect accounts and implement a contact strategy to secure appointments with the decision makers
  • Prospect for potential new clients and turn this into increased business within the vertical market
  • Gain a thorough understanding of Michelin Connected Fleet competences and credentials, recognising vertical market priorities, industry issues and hot topics, in addition to potential solutions and the ROI opportunities to be delivered.
  • Provide feedback to the business on any key customer pinch points or issues relevant to our software
  • Negotiate and close profitable contracts with new customers in line with Michelin Connected Fleet pricing policy and that any variations are duly authorised
  • Prepare and present proposals and presentations to corporate standards, ensuring these are accurate and are tailored to the specific opportunity
  • Actively and successfully manage the sales process; lead generations; needs analysis, value proposition, proposal negotiating, close and hand over to the Deployment Team
  • Build and manage sales pipeline, ensuring diligent and comprehensive utilisation of Salesforce to record account progress, business pipelines and order progress.
  • Ensure all contact records and account plans are maintained and kept current using Salesforce
  • Submit weekly & monthly sales forecast and reports as required
  • Ensure all productivity and performance KPIs are met and reported on in a timely and accurate manner
  • Work in close cooperation with colleagues from other cross functional teams to leverage skills and seek buy in where appropriate to maximise sales success
  • Maximise revenue and margin generation achieving monthly, quarterly and annual sales targets
  • Present a professional and positive image of the business at all times
  • Achieve individual sales target and seek for over performance

Qualification, experience and skills

  • University degree, and a track record of continuous professional growth
  • Senior sales executive with a minimum of 3 years software or specific automotive/transport and logistic vertical market sales experience (demonstrable track record of success)
  • New business success essential
  • Possessing drive, motivation and acute attention to detail in ensuring all sales opportunities to the business are captured and explored
  • Highly developed strategic selling skills, comfortable engaging with board directors of all disciplines to establish understanding of requirements and buy in
  • Excellent all round interpersonal and communication skills with the capacity to manage / influence all levels (internally and externally)
  • Demonstrable commercial experience commensurate with structuring high value contracts (from inception to close)
  • Strong negotiation skills, with the tenacity to push back where a deal is not suitable for the business
  • Excellent presentation skills with an inherent ability to close business opportunities
  • High levels of planning, organization, motivation, creativity and results focus
  • Strong written and presentation skills

Job Type:
Permanent

Salary:
Up to R50,000.00 per month

COVID-19 considerations:
Michelin is committed to the fight against the global Covid-19 pandemic. During this uncertain and challenging time, our priority as a business is to support our customers, staff and suppliers.

Application Question(s):

  • Do you have experience of working in the Telematics environment? if so please elaborate

Education:

  • Bachelors (preferred)

Experience:

  • Senior sales executive: 4 years (required)
  • Developing business relationships in a fleet environment: 5 years (required)
Application Deadline: 2023/03/31

Expected Start Date: 2023/04/10

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