Valeo is a tech global company, designing breakthrough solutions to reinvent the mobility. We are an automotive supplier partner to automakers and new mobility actors worldwide. Our vision? Invent a greener and more secured mobility, thanks to solutions focusing on intuitive driving and reducing CO2 emissions. We are leader on our businesses, and recognized as one of the largest global innovative companies.

POTENTIAL & CUSTOMER STRATEGY

• Collect (directly or indirectly) relevant datas through the Distribution analysis for EACH member.

• Follow evolution of the strategy of the customer: purchasing, brands (OE/MDD), logistic, services.

• Study & understand markets trends & know how they will affect their accounts. 

• Identify & valorize opportunities on new businesses on their accounts.

• Follow competition moves per PL on their accounts.

CUSTOMER RELATIONSHIP MANAGEMENT

• Keep updated: the contacts matrix at central level, purchase, MKT & strategic committees. 

• Identify Key unmet customer needs, assess potential.

• Find opportunities to build up multi level relationships & keep a very good customer intimacy.

• Put in place some “captors” (members/central) to follow up on a monthly basis sale out per PL. 

CONTRIBUTION TO BUDGET: CDP, NPA

• Elaborate  CDP  for each  major account (2/year) which is the roadmap; CDP is the budget of the customer and is encapsulating means & levers to reach T/O & GM % target given by the Sales manager. 

• Identify risks & opportunities per PL. 

• Identify and valorize the means & levers to reach T/O & profit target. Set up simplify P&L “before” and “after” for each major account & follow their evolution each month. This P&L should reflect impact of his AP encapsulated in the CDP & CAP or CAP + implemented on a monthly basis.  

• T/O: SOA variations per PL 

• Gross Margin: improvement of direct costs of sales (Direct deliveries, pallets, revised frequency...), reduction of non quality costs (sales warranty, buy out, implement tech warranty…), ensure consistency of average promotion rate vs. div average rate; ensure T&C are fully applied.

• Operating Margin: MKT costs; ensure all customized trade marketing costs have a strong pay back.  

• Prepare & formalize NPA for its accounts in coordination with trade Marketing. 

LEAD THE NEGOTIATIONS

• Execute CAP/BOP in the assigned timing (mainly at HQ level or some K members). 

• Target: 100% CAP/BOP presented/80% accepted by customers and at least 80% T/O CAP/BOP target reached.

• Lead negotiations with its accounts respecting delegation power in place in the division.

• Recommend to the Sales manager a “negotiation tactic” before each K negotiation (with P&L).

• Valorize permanently our added value/specialist strategy with the client.

• Collect pro-actively & formalize a proposal to be validated by the Sales manager for call for tender.

• Each KAM will be also responsible for at least one K member. 

BUSINESS MANAGEMENT & CUSTOMER PERFORMANCE

• On a monthly basis, do the TOP CUST scorecard to:

  • Ensure pre-requisite are fulfilled (service rate, visit frequency in line with target, customer intimacy survey);

  • Analyze customer sales performance for Pass cars & trucks: analyze the performance of each Product Line per members & understand gaps; propose CAP/BOP; to be formalized in the SSR (Symptoms Synthetic Report);

  • Set up 3 months AP (Trade MKT actions) for the customers with update of the visits vs. contact matrix if needed.

• Present the output to the Sales manager the 2nd week of each month during KAM Approach review & CAP/BOP recommendation in WSC.

• Follow on a daily basis the results of CAP/BOP executed in the month per members & understand reasons if gaps.

• Follow results, bonuses status vs. yearly agreement, listing plan per members.

• Ensure no CASH issue & provide in time right datas (promo…) to improve the forecast accuracy per PL in the DP

Job:

IAM Key Account Manager

Organization:

VS Division Sales

Schedule:

Full time

Employee Status:

Regular

Job Type:

Permanent contract

Job Posting Date:

2024-07-30

Join Us !
Being part of our team, you will join:
- one of the largest global innovative companies, with more than 20,000 engineers working in Research & Development
- a multi-cultural environment that values diversity and international collaboration
- more than 100,000 colleagues in 31 countries... which make a lot of opportunity for career growth
- a business highly committed to limiting the environmental impact if its activities and ranked by Corporate Knights as the number one company in the automotive sector in terms of sustainable development

More information on Valeo: https://www.valeo.com