Key Account Manager

• 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