Key Account Manager (m/f/d), München

Nos équipes comptent 121 300 employés de 120 nationalités différentes, répartis dans 170 pays. À l’image du monde, elles reflètent la diversité. Une diversité des talents, des compétences, des origines, des personnalités et des âges qui nous permet de bénéficier d’autant d’approches et d’idées différentes.

Missions

• Identify key prospective targets within assigned prospect accounts and implement a contact strategy to secure appointments with the decision makers
• Present Michelin Connected Fleet solutions to key contacts through direct communication in face to face meetings, telephone calls and emails
• 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

Profile

• 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 MCF 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
• Fluent/Native German
• Advanced/Fluent English