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*** Vietnamese Speaking is preferable, Fluent in English ***
Work Location ;
1 position : Bangkok, Thailand
1 position : Ho Chi Minh, Vietnam
MISSION :
The KAM (Key Account Manager) contributes to reach the HUB Asia partnership business growth objectives in the activities Restaurant and Wine (RPWA offers), specifically Vietnam
The KAM manages the business with all selected segments of customers: B2B, B2A
Takes the lead of Vietnam Key Accounts whom headquarters are located in his geographical perimeter. In that case, he is responsible of the coordination with central LB LIF departments as well as with other territories.
Proposes and animates a commercial strategy for the targeted industry segments for Vietnam, in coordination with central departments as well as with other territories.
Generates new business opportunities (new clients and new customer segments)
Sales forecasting & budgeting during the weekly and monthly meetings
In charge of Key Account Planning for his or her main customers
Project management - from ideation to execution follow-up in close relation with implementation support team
KEY EXPECTED ACHIEVEMENTS :
In cooperation with Michelin Guide team and in compliance with the commercial strategy, negotiates deals with local accounts:
Develops knowledge of the local market, customers and competitors.
Research prospects.
Negotiates with customers. If there is a global deal, coordinates accordingly to and with the identified Sales leader.
Formalizes the negotiation conclusions in the contract formats, ensure it is signed by all parties.
Informs contracting/accounting department and archives contracts.
Develops strategic Key Accounts approach for targeted global accounts whom headquarters are located in his geographical perimeter. This is done in cooperation with sales, marketing and operations team:
Develops and formalizes customer knowledge for his markets / industry segments.
Builds and negotiates a joint business development plan with the customer.
Formalizes contracts and align countries/central team on objectives.
Manages actions plans.
Develops B2A partnerships to increase the revenues in his market such as with Host Cities with a long-term strategic view.
The KAM is a key contributor in the Country Michelin Guide Ceremony event preparation with sponsor planning and coordination with operations/event team.
Provides monthly reforecast of turnover and costs, per offer and customer. Pilots action plans with Key Accounts and internal teams to generate forecasted turnover and margin.
Feed Salesforce with all the data about leads (with status, quotes and contracts)
Contributes to the short & long term business plan update.
Contributes to the definition of commercial strategy for his/her market (recommendation on offers, pricing, markets opportunities and priorities)
Actively participates in identifying new business opportunities in his market and around. Lead some new business opportunity and feasibility.
REQUIREMENTS :
Minimum 3-5 year working experience in Key Account Manager or Business development
Excellent in sales process and account management
Strong communication and interpersonal skills
Strong problem solving, negotiation, teamwork and collaboration
High level of entrepreneurial spirit and self-motivation
Native Vietnamese Speaker with English fluency