Key account manager

Activités

The KAM will establish, develop and nurture long-term and profitable relationships with two railway Key Accounts.

To reach this target, the KAM has to understand the client's needs, expectations, organization, roadmaps, and long-term goals.

He/She works closely with the Key Account, and shall manage the communication channels at all levels between Saft and the KA.

The KAM will design the global strategy of the KA through the KAPlan (with the support of Saft's teams: Sales, Marketing, legal, engineering, project and factories), which will be presented and validated by the Steering Commitee Sales&Marketing, before its deployment internally and externally. Strategy will include (non exhaustive): Pricing, T&C, lead-time, services, support, roadmap, loyalty programs, Productivity, revision formula

Operational missions of the KAM position :

* Cross-Selling and Upselling: Key Account Managers identify opportunities to sell more products or services to their key clients. This could mean introducing new product lines, addressing new applications/segment, or develop service
* Collaborating with Sales Teams to develop and implement strategies for expanding the company's share of wallet with key accounts.
* Global coordination of the important offers (>350k€): alignment with global KA strategy, Pricing and T&C; Validation of these offers
* Negotiating of frame contracts, discuss terms of service, and manage the commercial aspects of client relationships
* Problem-Solving: When Key Accounts encounter issues or have concerns, Key Account Managers are the first point of contacts and effectively and promptly to maintain client satisfaction. Escalation of topics when required
* Reporting: share the relevant KA information with management and Saft teams through regular reports and KPI
* Tracking and monitoring of the sales performance of key accounts and provide regular feedback


The KAM is the closest contact of the KA, and has a full understanding of the KA organization, company, strategy and people.

In addition to his/her KAM role, the position requires one operational sales activity with one of the subsidiary (Area), or one market segment of the Key Account. It will allow to keep a good grip on the activities and a direct contact with the customers team.