Description:
Market and Customer Understanding and Analysis
- Identify emerging or accelerating market trends and relevant insights to drive growth opportunities with key customers.
- Understand the mission and vision of the customer.
- Understand customer key interests, strengths, weaknesses, opportunities, and challenges, and create value propositions accordingly.
- Conduct a competitor analysis for the customer.
- Gather detailed information about individual key accounts to develop the Key Account Profile.
- Understand the decision-making, logistical, tendering, and contracting processes within the account.
- Identify key account stakeholders, understand their priorities, and determine how to create a competitive advantage.
Account Plan Development, Implementation and Tracking
- Capture short and long-term business opportunities based on in-depth market and customer understanding.
- Define, present, and validate account objectives and KPIs with relevant business stakeholders.
- Develop a Customer Plan that includes a thorough understanding of the customer’s goals and needs, while considering competitive and business challenges.
- Define a tailored our Company´s value proposition linked to customer needs using a cross-franchise approach.
- Identify and define collaborative opportunities to address unmet and evolving business needs.
- Manage the budget for solutions and services development, including contract negotiations.
- Monitor metrics and KPIs according to the tracking plan and adjust account strategy and operational activities based on insights gained.
Cross-functional Coordination
- Lead the Integrated Account Team Management.
- Secure local leadership team sponsorship to ensure significant local focus and investment for the key account.
- Facilitate agreement on the division of roles and responsibilities among all relevant our Company´s personnel interacting with the account.
- Ensure alignment of our Company´s personnel with the Account plans.
- Ensure excellence in execution for all interactions with the account.