Key Account Manager (B2B Sales)

ACTIVITIES
HSE KPIs
- Strictly follow the company HSE standard in daily work
Sales strategy
- Develop and achieve new development target (Vol, GMVC, UMGVC, # Accounts, Accounts' Profitability)
- Develop new customers and launch new IO products in most cost efficiency
- Propose the sales strategies and business plans for dedicated industry sectors for short (1year) and long term (5years) in cooperation with FES team
- Develop B2B-IO Distributors' sales team for dedicated industry sectors
- Strategic planning to improve key accounts' results
- Negotiating contracts with the accounts and establishing a timeline of performance
Marketing
- Provide sales, marketing, technical training to the end-users, distributors and sales teams., focus on industrial knowledge, sales & marketing) and TDT (focus on product and technical issue, selling skills).
- Select exhibition and progress it minimum one time per year in cooperation with MKT.
- Provide internal and external marketing tools (IO market binders, brochure, product leaflet, seminars, press articles, advertisement, etc.), produced by MKT
- Propose the product mix positioning (price, place and promotion), in line with the market benchmark and margin policy (defining price, discount scheme, delegation) for the related market segment.
- Monitor the sales of the relevant IO markets, compared to objectives and make monthly reporting on Accounts / Industry performance
Key accounts
- Support the Distributors' Sales Team to negotiate with the key accounts.
- Developing a solid and trusting relationship between major key accounts and Company
- Resolving key client issues and complaints
- Developing a complete understanding of key account needs
- Anticipating key account changes and improvements
- Managing communications between key clients and internal teams
- Planning and presenting reports on accounts progress, goals, and quarterly initiatives to share with team members,
- stakeholders, and possible use in future case studies or company training
- Expanding relationships and bringing in new clients
- Fulfill other tasks and/or assignments requested by the manager and/or the board of management.
CONTEXT AND ENVIRONMENT
- Dedicated industry sectors are important projects of TOTAL in Vietnam market. There are major global players and local player mixed with severe competition in Vietnam.
ACCOUNTABILITIES
- Observance for company policy.
- Report to B2B Head of Sales for all development activities.
- Assigned industry development in term of # accounts, volume, UGMVC, profit and distributors' development.
- Strict confidentiality for product & segment strategy.
- Industry business support to FES, MKT teams & distributors' sales team.