Key Account Manager I

Of The Customer

• Ensure that the customers’ requirements are all identified and well understood by the project teams.
• Determine the sales price objectives according to his knowledge of the market and competitors position.
• Implement the pricing strategy in the CAA.
• Work together with KAMs in other regions to ensure global pricing consistency
• Initiate and conduct all possible actions in order to be able to submit, within the time limits, a competitive
• quotation technically and economically.
• Participate in project teams in order to explain and defend the customer’s viewpoint in terms of quality, costs,
• delivery times and in order to satisfy their requirements.
• Teach the customer about new technologies/products/views/approaches/solutions to ensure attractive offers
• Align and tailor the customer message with the Project Management team
  

Drive the negotiation during business acquisition process

• Deliver commercial insights
• Take control in guiding the customer to a recommended action by discussing alternatives and reinforcing the
• value of making a change
• Keep PG organization informed of the negotiation and competition’s status on all global aspects of the offer
• Review and if necessary negotiate with customer new contracts, nominations or any contracts, always in line
• with group policies and CAAs
  

Prepare the budget, manage and report the selling prices and the order intake target list:

• Responsible for the turnover and its evolution for the customer(s)
• Prepare CDP, MTP and budget for the customer
  

Operational Responsibilities

• Operate at regional level
• Negotiate prices in case of modification (technical, volumes, raw material and inflation) and any market effect
• Build and negotiate the productivity plans
• Liaise with Sales Administration to ensure price update
• Manage the relationship with the customer in case of claims and logistic/quality crisis
• Monitor and take the necessary actions to reduce overdue
  

KAM Key Performance Indicators

• Order Intake, Turnover, Market Shares, Price Management (SPI), Overdues