Account Manager

7 days ago

Pune India Michelin Full time

Job Description Account Manager - - - - - - - - - - - - KEY EXPECTED ACHIEVEMENTS Account Management . Gathers information from the customer to understand their needs and detailed requirements. . Oversees monitoring of relationships including lessons learned and appropriate feedback (close the loop). . Develops/generates new leads by monitoring trends, conducting research, identifying opportunities, cold calling and making appointments. . Educates and develops rapport with internal and external customers, promoting partnerships, seeking feedback and proactively addressing customer needs and requests. . Expands customer buying centers and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met. . Develops communication and training programs to inform sales and marketing teams of new product launches and changes in organizational strategy. . Develops processes and procedures to optimize account management efforts and ensure sales goals are achieved. Opportunity Management . Develops sales action plans for targeting leads, converting them into sales. . Manages own territory by allocating time and resources. . Develops and maintains mid-term territory plans. . Gathers and disseminates competitor market intelligence. . Maintains and updates customer target list. . Participates in strategic lead generation and development of target markets. . Identifies new, profitable business potential in specific markets. . Monitors partnership arrangements to ensure that the objectives of the partnership remain on target. . Influences various partnerships to meet multiple goals. . Analyzes complex information, identifies patterns and implications understands that the root cause of an issue may initially appear to be unrelated to the issue. Product, Service & Industry Knowledge . Pitches own organization against competition in generic terms. . Identifies related industries that may have an impact on own industry . Matches product knowledge to the implicit needs of the customer. . Troubleshoots product related problems. Negotiating . Reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery negotiates with other departments on cost sharing). . Selects an approach to negotiation based on an understanding of each party's interests and priorities. Customer Value Management . Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and consumer insights to drive increased consumer preference and customer activity. . Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization's objectives. . Identifies business opportunities based on knowledge of clients, markets, products and services. . Coordinates planning activities with other functions and stakeholders within the organization.

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