Senior International Key Account Manager-(H/F)

Contenu de l'offre Senior International Key Account Manager-(H/F) chez ALD Automotive

Vos missions au quotidien

The primary mission is to manage and develop a portfolio of circa 20 International Key Accounts. Our clients are large multinational corporations in all sectors wishing to harmonize and rationalize their procurement of company cars, mobility solutions and fleet management services including charging solutions over a wide geographical area.

The SR IKAM is responsible for business retention and development within a portfolio of clients; some are classified as “strategic”, most are “Large”, others are “Regional”. BizDevt is mainly through geographical coverage expansion and share growth in existing countries by negotiating commercial international terms, influencing and negotiating the suppliers’ set up. Business retention relies on providing first class account management including where appropriate value capture support to clients directly, and indirectly through ALD local KAMs animation.

As International Key Account Manager:

To manage a portfolio of about 20 international customers including up to 4 strategic accounts. To meet the volume and wins targets for allocated portfolio & maximize sales of ancillary products. To drive the implementation of new contracts across countries with local KAM support and the team transversal implementation manager on large/complex projects To undertake regular reviews with customers, agree key objectives to maximize opportunities and future account development and minimize the need for re-tendering. To conduct negotiations at international level with autonomy to renew/extend the existing International Commitment Agreements (ICA) To convert principle agreement into contract with adaptation as needed case by case working with legal on both sides To support local negotiations for deployment of the ICA and provide leadership to influence the outcome, this includes client visits in countries jointly with local KAM To have a good understanding of profit implications of commercial terms (not just monthly rental/margin correlation but as well typical fleet leasing related commercial terms like IR mark up, management fee, contract modifications fee, matrix, bonuses, End Of Contract wear and tear recharges, etc..) and negotiate astutely using those parameters To work closely with the New Business team, responsible for the negotiation with prospects, in particular during the final negotiation round when implementation program is discussed To manage internal relations with stakeholders and support functions, in particular collaborate with GLBA teams in charge of the overall banking relationship with the customer. To cooperate with Client & Communication to deploy tools and programs within the portfolio of accounts. To lead and support the actions of ALD subsidiaries on these accounts To keep up to date with legislative & industry developments to provide appropriate advice to customers To provide advisory assistance to IKAs who are real partners using personal industry knowledge, market intelligence and tools developed by ALD (Benchmark, Fleet Mngt diagnostic, VCP,…) To inform of any relevant changes and projects in the portfolio of allocated customers; To identify any risks to our supply status and develop risk mitigation actions; To ensure acceptable customer requests are passed and implemented within the various entities of ALD. To ensure customer satisfaction, profitability of the Group and contribute to innovation products / services.

As team member

Carry out any other such duties as the company may reasonably expect from time to time. Participation in the operation of the International Sales Team: Active participation in all meetings of the international sales team Brand Promotion ALD Automotive internally and externally Coaching of colleagues, both ALDI and markets, on tools utilization (SF, BO, ALDNet, Share Point)

Et si c’était vous ?

PROFESSIONAL QUALIFICATIONS

Minimum BA Degree from Business school Background from the automotive sector, ideally has worked as SR IKAM for an OEM 5-10 years of experience and proven results in B2B sales, preferably in service or leasing business, with experience in solutions selling having proven impact on customer’s TCO Used to negotiating at all levels with tangible results Fluent English at negotiating level and writing accuracy, able to write contractual English Excel agility: analytics, presentation of scenarios modelling

PROFILE

Results oriented Passion for negotiation and winning Knows when to push and when to influence from behind Autonomous and highly self-motivated Trustworthy and a good motivator Comfortable with virtual videoconf meetings with colleagues and clients Excellent communicator and team player Good at creating/maintaining a positive dialogue at all levels Ready for change and flexible

LOCATION

The position is based in any European capital city close enough to an airport, post covid-19 restrictions the job requires to travel approximately 30% of the time.

Pourquoi nous choisir ?

Our clients are multinational companies wishing to harmonize and rationalize their procurement and operation of leased company cars. The full-service lease product is evolving with multiple bundled drivers’ services (accident management, door to door, fine management…) and outsourced driver management when client chooses sole supply, including all steps from configuration to return of the car. Energy transition spurred by CO2 urgency brings new challenges to fleet management with more complexity on models’ selection, tax optimization, risk of mismatch between vehicle range and driver usage, practical and economical charging. Multimodal mobility solutions are considered in urban centres of mature markets for both environmental and flexibility reasons. A Flex product has been introduced recently to help clients manage transition and accommodate reduced mileage & duration commitments. Services are increasingly digitized to improve driver experience, this creates an opportunity to improve efficiencies within ALD operations

Clients operate with a complex set up of suppliers, contractors (‘fleeters’ and/or fleet consultants) and partners with nuances across countries. Client satisfaction requires first class account management including coordination of countries to deliver and document measurable TCO savings while ensuring continuous improvement in service levels over time.

Nous sommes un employeur garantissant l'égalité des chances et nous sommes fiers de faire de la diversité une force pour notre entreprise. Le groupe s’engage à reconnaître et à promouvoir tous les talents, quels que soient leurs croyances, âge, handicap, parentalité, origine ethnique, nationalité, identité sexuelle ou de genre, orientation sexuelle, appartenance à une organisation politique, religieuse, syndicale ou à une minorité, ou toute autre caractéristique qui pourrait faire l’objet d’une discrimination. Référence: 21000JO2 Entité: ALD Automotive Date de début: 01/07/2021 Date de publication: 17/06/2021