Michelin Guide : Key Account Manager

Michelin Guide : Key Account Manager

- - - - - - - - - - - -

MISSION : Within Michelin Lifestyle, the Key Account Manager (KAM) contributes to reach the HUB Asia partnership business growth objectives in the activities Restaurant and Wine (RPWA offers)
•    In support of commercial & distribution strategy, the KAM manages the business with all selected segments of customers: B2B, B2A, B2Pro
•    Takes the lead of global Key Accounts whom headquarters are located in his/her geographical perimeter. In that case, KAM is responsible of the coordination with central Michelin Lifestyle departments as well as with other territories
•    Proposes and animates a commercial policy for the targeted industry segments for Michelin Lifestyle, in coordination with central Michelin Experiences departments as well as with other territories
•    Generates new business opportunities (new clients, new segments, new offers, new markets)
•    Sales forecasting & budgeting during the weekly and monthly meetings
•    In charge of Key Account Planning for his or her main customers
•    Project management - from ideation to execution follow-up in close relation with implementation support team

KEY EXPECTED ACHIEVEMENTS

• Develops multiyear agreements with the targeted clients in the country and abroad in case of Global accounts

• Development of new accounts, in coordination with the Asia HUB management

• Deploys the commercial policy on local accounts, in cooperation with corresponding Global Accounts Managers when needed

• Builds business forecast for the targeted accounts/country and delivers turnover and margin growth accordingly

• Deploys standards and tools of Key Account Planning

  MAIN ACTIVITIES

• In cooperation with Michelin Guide team and in compliance with the commercial strategy, negotiates deals with local accounts:

• Develops knowledge of the local market, customers and competitors.

• Research prospects.

• Negotiates with customers. If there is a global deal, coordinates accordingly to and with the identified Sales leader.

• Formalizes the negotiation conclusions in the contract formats, ensure it is signed by all parties.

• Informs contracting/accounting department and archives contracts.

• Develops strategic Key Accounts approach for targeted global accounts whom headquarters are located in his geographical perimeter. This is done in cooperation with sales, marketing and operations team:

• Develops and formalizes customer knowledge for his markets / industry segments.

• Builds and negotiates a joint business development plan with the customer.

• Formalizes contracts and align countries/central team on objectives.

• Manages actions plans.

• Develops B2A partnerships to increase the revenues in his market such as with Host Cities with a long-term strategic view.

• The KAM is a key contributor in the Country Michelin Guide Ceremony event preparation with sponsor planning and coordination with operations/event team.

• Provides monthly reforecast of turnover and costs, per offer and customer. Pilots action plans with Key Accounts and internal teams to generate forecasted turnover and margin.

• Feed Salesforce with all the data about leads (with status, quotes and contracts)

•  Contributes to the short & long term business plan update.

• Contributes to the definition of commercial strategy for his/her market (recommendation on offers, pricing, markets opportunities and priorities)

• Actively participates in identifying new business opportunities in his market and around. Lead some new business opportunity and feasibility.

REQUIREMENTS :

• Minimum 3-5 year working experience in Key Account Manager or Business development

• Excellent in sales process and account management

• Strong communication and interpersonal skills

• Strong problem solving, negotiation, teamwork and collaboration

• High level of entrepreneurial spirit and self-motivation

• Thailand based and fluent in English

** Only shortlisted candidates will be contacted **

Bangkok Office : The 9th Tower (MRT Rama 9)

Hybrid Working Policy