Account Manager

6 days ago

Beijing, Beijing, China Michelin Full time CN¥120,000 - CN¥240,000 per year
Account Manager - TJ

KEY EXPECTED ACHIEVEMENTS
Account Management

• Gathers information from the customer to understand their needs and detailed requirements.

• Oversees monitoring of relationships including lessons learned and appropriate feedback (close the loop).

• Develops/generates new leads by monitoring trends, conducting research, identifying opportunities, cold calling and making appointments.

• Educates and develops rapport with internal and external customers, promoting partnerships, seeking feedback and proactively addressing customer needs and requests.

• Expands customer buying centers and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met.

• Develops communication and training programs to inform sales and marketing teams of new product launches and changes in organizational strategy.

• Develops processes and procedures to optimize account management efforts and ensure sales goals are achieved.
Opportunity Management

• Develops sales action plans for targeting leads, converting them into sales.

• Manages own territory by allocating time and resources.

• Develops and maintains mid-term territory plans.

• Gathers and disseminates competitor market intelligence.

• Maintains and updates customer target list.

• Participates in strategic lead generation and development of target markets.

• Identifies new, profitable business potential in specific markets.

• Monitors partnership arrangements to ensure that the objectives of the partnership remain on target.

• Influences various partnerships to meet multiple goals.

• Analyzes complex information, identifies patterns and implications; understands that the root cause of an issue may initially appear to be unrelated to the issue.
Product, Service & Industry Knowledge

• Pitches own organization against competition in generic terms.

• Identifies related industries that may have an impact on own industry

• Matches product knowledge to the implicit needs of the customer.

• Troubleshoots product related problems.
Negotiating

• Reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery; negotiates with other departments on cost sharing).

• Selects an approach to negotiation based on an understanding of each party's interests and priorities.
Customer Value Management

• Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and consumer insights to drive increased consumer preference and customer activity.

• Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization's objectives.

• Identifies business opportunities based on knowledge of clients, markets, products and services.

• Coordinates planning activities with other functions and stakeholders within the organization.

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