Valeo is a tech global company, designing breakthrough solutions to reinvent the mobility. We are an automotive supplier partner to automakers and new mobility actors worldwide. Our vision? Invent a greener and more secured mobility, thanks to solutions focusing on intuitive driving and reducing CO2 emissions. We are leader on our businesses, and recognized as one of the largest global innovative companies. Potential and customer strategy Collect all relevant data through the distribution analysis for each customer Monitor and deeply understand the customer’s strategy: purchasing, brands, logistics, services, succession Identify market trends and understand how they will affect customers’ accounts Identify and agree specific new business development targets for each sales area and conduct monthly and quarterly review to ensure successful capture of new business Monitor progress of sales projects, ensuring pipeline is adequate to meet budget requirements Gathering market intelligence to maintain our competitiveness and relevance in the market Customer relationship management Maintain the contacts matrix at central level Identify key unmet customer needs and assess potential Recognise and act on opportunities to build up multi level relationships and keep a high level of customer intimacy Put into place indicators (members/central) to follow up on a monthly basis by product line Contribution to budget: CDP Define the Customer Development Plan (CDP) for each major account (CDP is based on the customer’s budget and identifies the means and levers to reach turnover and gross margin % target as set out by the Sales Director) Identify risks and opportunities by product line Identify means and levers to reach turnover and profit target Monitor major accounts through a P&L showing the impact of action plans including the CDP and CAP(Corrective Action Plan) or CAP implemented on a monthly basis. turnover: SOA variations by product line gross margin: improvement of direct costs of sales (direct deliveries, pallets, revised frequency), reduction of non quality costs (sales warranty, buy out, technical warranty), ensure consistency of average promotion rate vs div average rate, ensure terms and conditions are fully applied. operating margin: Market costs, ensure all customised trade marketing costs have a strong pay back Negotiating Lead negotiations with key accounts, identifying the appropriate negotiation tactic Ensure the added value of Valeo Service as solutions and service provider is recognised by customer Proactively obtain and formalise call for tender proposals Business management and customer performance Ensure that the Selling Machine methodology is adopted and Valeo selling tools are deployed Liaison with SDM to communicate customer action plans On a monthly basis: Ensure pre-requisites are fulfilled: service rate, visit/call frequency in line with target, customer intimacy survey NPS Follow up. Analyse the performance of each Product Line vs CDP (understand gaps, propose and follow up corrective action (CAP) Identify issues causing underperformance Summarise customer performance analysis (vs CDP and vs others) and review of CAP for presentation to Sales Director Prepare monthly Sales Forecast for next 4 month period Achieve profitable growth through the implementation of agreed commercial conditions and pricing matrix On a quarterly basis: Prepare customer review (results of sales and marketing plan for previous quarter) and prepare quarterly plan. Ensure there is no CASH issue and provide accurate data (promotions) to improve the forecast accuracy by product line in the DP. Job: IAM Key Account Manager Organization: VS IAM Country Schedule: Full time Employee Status: Regular Job Type: Permanent contract Job Posting Date: 2025-01-16 Join Us Being part of our team, you will join: - one of the largest global innovative companies, with more than 20,000 engineers working in Research & Development - a multi-cultural environment that values diversity and international collaboration - more than 100,000 colleagues in 31 countries which make a lot of opportunity for career growth - a business highly committed to limiting the environmental impact if its activities and ranked by Corporate Knights as the number one company in the automotive sector in terms of sustainable development More information on Valeo: https://www.valeo.com