Key Account Manager

4 weeks ago

Durban, 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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