OE Key Account Manager
2 weeks ago
Job Details
Role Title: OE Key Account Manager
Location: Shanghai, China
The Direct Sales Lead provides expert knowledge and is responsible for driving delivery of the direct sales activities through face-to-face, inbound/outbound phone, or door-to-door channels, which drive the sales of products and services directly to either consumer or business customers. Focusing on new business and developing existing customer accounts for higher penetration through customer account management.
The Direct Sales Lead focusses on performing business dealings, negotiations and signing up contracts and identifying opportunities and strategies to win business from the customers.
Typically reports to Senior Direct Sales Manager.
What you'll do
Responsibilities
● Executes the timely delivery of sales activities, in line with sales targets, around customer acquisitions, customer retentions and customer care within assigned sales segment (including Consumer or Business);
● Ensures that the sales solutions for customer needs and requirements are aligned to the Vodafone sales strategy;
● Plans and develops a customer specific strategy and business plan in line with Vodafone's product and service portfolio;
● May guide team in understanding the customer industry;
● Builds and maintains strong relations and works closely with internal stakeholders to deliver activities in response to internal/external business issues that impact upon revenue, cost or margin;
● Demonstrates strong communication skills and effectively interacts with wider stakeholder groups;
● Works effectively with colleagues to influence customers' decisions through specific sales skills and product and industry knowledge;
● Uses best practice knowledge to provide thought leadership for delivery of negotiations and signing up contracts;
● Influences customer decisions through specific sales skills and product and industry knowledge;
● Cooperates with internal teams ( Technology, Marketing, Commercial Management) on the preparation of individual business customer solutions based on customer requirements.
● May provide informal guidance to junior staff.
Who you are
Minimum 2 years of Sales and technical experience in the automotive industry (OE), in multinational companies. Familiarity with Sales/Finance/Project/Quality processes on OE business and with vehicle development cycle Automotive Electronics and Telematics services knowledge. General understanding of technical/quality issues and products specifications. Chinese mother tongue and proficiency in English are a must, Chinese would be a plus. Communication and negotiation skills: able to communicate fluently at all levels within VFA organization and with all customer departments. Responsible for the administrative part of Sales for his/her customers Proactive, time manager in his/her own job, positive thinking Availability to travel 30% of time Knowledge of ISO-IATF quality process is a plus Skills:
Dynamic Prioritisation and Multi-tasking
Ability to handle multiple tasks, multiple sources of information and multiple customers via different means of interaction at the same time, prioritising around customer needs.
Sales Methodologies and Processes
Able to consistently apply appropriate sales methodologies and processes to successfully manage sales opportunities.
Account Management
Is able to consistently use Vodafone sales methodologies and strategic planning templates to understand and support customer requirements and effectively identify and plan/manage the account on a quarterly basis.
Building Rapport
Creates superb first and lasting impression of Vodafone, builds relationships with positive and engaging language.
Business and Commercial Acumen
Has clear understanding of industry trends, economic, financial KPIs ( profit and loss) market and customer dynamics, and demonstrates business foresight and entrepreneurship to contribute to the wider digital business strategy. Can understand and interpret the impact of external factors on the function or organisation. Understands KPIS and levers to pull to drive commercial performance.
Competitor Awareness and Cross Sell
Knowledge of competition to Vodafone across products and services. Identifies and articulates where Vodafone benefits the customer over our competition.
Customer Centricity
Builds understanding of customer needs to inform solutions.
Objection Handling and Negotiation
Successfully acknowledges, comprehends and handles objections through negotiation to ensure customer satisfaction and value add.
Selling Business Outcomes
Can apply strategic analysis of business problems translating them into Vodafone solutions and communicating the value of solution while building customer ROI for the business case.
Product/Solution Proposition Strategy and Design
Defines / manages product and proposition strategy, including roadmap of a particular product or product group and effective roll out in target territories such that it targets an identified customer need or opportunity.
Sales Tools
Can effectively utilise and apply relevant Vodafone Business tools like sales CRM ( 1-SF), Pricing Tool ( CPQ), Legal Tool ( and other applicable systems.
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