Key Account Manager

Large Client Strategy

In collaboration with the Managing Director France, define and implement the Large Clients strategy for the client portfolio concerned. Be responsible for achieving our revenue, margin, and overdue objectives. Developing intimacy with our key national customers. Expand Delphi's presence across our product lines, services, and solutions at our national customers. Win over new Key Account customers. Implement and develop brand positioning (value proposition). Work closely with sales, marketing, logistics, and technical teams. Know and understand the competitive environment. Driving customer demand and loyalty.

Large Customer Strategy:

• Define and implement the Key Account strategy of the portfolio in charge on the national territory
• Work closely with the Sales Force Director to develop our sales
• Contribute to the development of our key performance indicators (revenues, margin, and overpayments)
• Develop business relationships with our existing customers (customer intimacy)
• Physical appointment team headquarters 1/month
• Field visits (Platforms/main Distributors) throughout the year
• Set up a prospecting and conquest strategy in order to increase our positions on the market (development of a pipeline of opportunities, regular reviews with the DC)
• To be the expert of each Key Account customer: who are the key contacts, what are the opportunities/risks, what are their purchasing criteria, what is their purchasing potential, our PDM.
• Understanding the market and competitive environment
• Have a permanent link with the sales team
• Understand all market trends and define strategic axes to reach the end consumer

Key Performance Indicators:

• Be the guarantor of the achievement of the country's objectives: revenues, net margin, overdue. Strengthen our positions with our existing customers, win new Key Account customers

Developing the Customer Portfolio:

• In close collaboration with the sales force team, develop the business wheel with our existing customers (platforms, distributors)
• Implement effective prospecting in order to develop our market share
• Define and list all prospects to be visited and follow up with the Country Director 1/week

Interactions with Other Departments:

• Marketing: being in close contact with the Category Managers in order to develop the whole of our products (NTR), services, and solutions at our customers' sites.
• Organize physical meetings.
• Diagnostics: with the help of KAM Diagnostics, develop our presence in Diagnostics products

Demand Planning:

• Support the sales request and forecasting process

Continuous Planning:

• Update SalesForce
• To be the specialist in the market and its environment