200+ applicants

Company

Valeo · 2 days ago

Key Account Manager

United States

Full-time

Remote

Mid, Senior Level

5+ years exp

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AutomotiveIndustrial Manufacturing

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Hiring Manager

Maura Vanston (Levigne)

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Responsibilities

Ensure that customers are visited by the sales representatives at the right frequency defined (pass cars & trucks) · Ensure each Corrective Action Plan (CAP)/Business Opportunity Plan (BOP) is executed by the sales rep in the timing assigned.

Ensure that sales process is followed by each sales rep and in the good timing:

Visits plan: set up in advance respecting visit frequency;

Visit well prepared: agenda, CAP/BOP, mastering sales pitch to support each negotiation;

Visit report & CAP/BOP survey: close into STORM EVERY day.

Check gaps vs. target (visits/Correction Action Plan(CAP)/Business Opportunity Plan (BOP) results) and propose corrective action to Supplier Development.

Coach the sales team, reinforcing skills & process and sustaining sales behavior changes.

Identify each individual’s motivators & demotivators & Build self-reliance.

Lead by example and able to demonstrate sales competencies in practical application.

Assess visits to evaluate the level of practices of the sales representatives in the execution of main tasks & in negotiation.

Team builder focusing on the qualities & behaviors of a winning team.

Has a strong leadership to ensure to get the commitment of sales representatives.

Weekly Visit Report & QSFR

End of each week: Complete WVR “Weekly Visit Report”:

Reasons of main gaps between results & targets per sales rep in term of: “visit frequency”, CAP & BOP. - Actions to implement if needed to improve the situation (coaching…).

END OF EACH QUARTER, Quarterly Sales Force Review with the DIRCO :

Detail assessment of the performance of each sales rep.

Join visits & needs.

Sales areas issues.

Is or can be in charge directly as well of some specific Key customers.

Lead in that case the negotiations with these accounts to deliver T/O expected.

Visit them at the frequency assigned.

Execute CAP/BOP as well & ensure to close visits reports & CAP/BOP survey end of the day.

Qualification

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Key Account ManagementSales ManagementAutomotive AftermarketRetail Segment ExperienceCoaching SkillsSales Background