Key Account Manager

3 weeks ago

Shanghai, China BRP Full time

Fleet Sales Manager

 

The Fleet Sales Manager is responsible for leading the overall developing and executing BRP China sales strategy for the key account channels of the mainland China market. This person is responsible of providing strong support to sales manager of building up the entire fleet sales strategy. Achieve the fleet sales target (in value) for the China market, maximizing BRPs business opportunities and contributing to the long-term business success.

YOU’LL HAVE THE OPPORTUNITY TO:

Achieves the unit and PA&A sales target (in value) for the China market in To-B business, maximizing BRP's To-B business opportunities regarding to BRP China long term strategy;



·         As the Fleet Sales Manager, the primary responsibility is to extend To-B business channels and realize incremental sales for BRP China products;

·         Develop fleet sales strategy and implement plan with different channels to achieve overall sales objectives, such as hotel group, leasing companies, international/famous companies, government, large scenic areas etc. Business school, commercial chamber etc. Identify target portfolio and target business model for individual products;

·         Develop fleet policy and KPIs structure in accordance with overall sales objective of the company.

·         High valuable strategy fleet customer development to achieve sales targets.

·         Define, develop, and maintain key account customers, and customize key account policy to meet their needs.

·         Managing ongoing fleet sales transactions.

·         Exploit opportunities to acquire key accounts through high level networking to realize volume target.

·         Act as the direct interface to key account customers. Find routes to reach purchase decision makers and key influence.

·         Prepare and implement fleet sales plan with BRP China cross team such as BD/OPS/MKT to target key accounts.

 

Contribute to the goals for market penetration, order intake, revenues and profitability throughout Greater China in the To-B sales function.



·         Ensure that sales targets (in value) are achieved.  Ensure the execution of the IO process and the implementation of commercial policy in a timely manner.  Implement the available tools to monitor progress; key account customer visit planning, visit reports, and follow-up on issues and opportunities.

·         Understand the key account’s key business drives and develop a business plan to deliver sales targets. Actively participate in the development of the key account customers’ MKT & sales plan to optimize market opportunities and meet distributor sell-through and inventory targets. Demonstrate a business partner approach to support execution and long-term success.

·         To propose, implement and coordinate promotional actions and marketing activities with business partners and the company’s Channel MKT&OPS teams according to business development objectives.

·         Establish proper targets per key account customers in China to maximize financial objectives. Prioritize actions and optimize the key accounts network in line with BRP positioning and identify market potential.

·         Cross functional communication such as digital tools development, leadership approval, invoicing, reporting and validating process etc.

 

YOU’LL THRIVE IN THIS ROLE IF YOU HAVE THE FOLLOWING SKILLS AND QUALITIES:

·         Bachelor’s degree or above, preferred Engineering, Business Administration, Sales & Marketing, Information Technology related;

·         15+ years of experience from related auto industry in sales and sales management position is a must, volume /premium brands/ NEV brand are both welcomed;

·         Strong experience in both direct to customer model and dealer model;

·         Experience on handling multiple top investor groups on China market;

·         Strong experience in cross functional collaboration, work with both internal and external stakeholders including finance, retail, used car, fleet sales, marketing, etc.

·         Exceptional communication and interpersonal skills, with the ability to negotiate, influence and engage directly with executives and decision-makers;

·         Ability to adapt to fast-paced environments, quickly understand market dynamics and act decisively to capture opportunities. Ability to collaborate closely and effectively with a cross-functional, matrix environment;

·         Travel domestically and internationally when required;

·         Fluent Mandarin and English are required.

 

Do you have other qualifications? Tell us what is unique about you that is a great addition to the team.

ACKNOWLEDGING THE POWER OF DIVERSITY

BRP is dedicated to nurturing a culture that invites, connects, and propels the ambitions of people of all backgrounds, profiles, beliefs and experiences. Ultimately, the diversity and uniqueness of our people fuel our ingenuity and set the course for the path ahead

For this reason, we value diversity and we strive to always push each other forward to build an inclusive workplace where every employee feels like they belong, where they can grow and find meaning.

WELCOME TO BRP

We’re a world leader in recreational vehicles and boats, creating innovative ways to move on snow, water, asphalt, dirt and even in the air. Headquartered in the Canadian town of Valcourt, Quebec, our company is rooted in a spirit of ingenuity and intense customer focus. Today, we operate manufacturing facilities in Canada, the United States, Mexico, Finland, Australia and Austria, with a workforce made up of close to 23,000 spirited people, all driven by the deeply held belief that at work, as with life itself, it’s not about the destination; It’s about the journey

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