Key Account Manager: OTR

Job Purpose:

The Key Accounts Manager is responsible for creating a long-term relationships with our current customers as well as grow the Business and Market share within the responsible regions. This role is responsible for growing existing business and to retain current business with sales of Small and Medium, AC and GAC OTR Tyres through his technical tyre knowledge. The incumbent in this role will be responsible for building sustainable relationships with existing customers and forming sustainable relationships with new customers where possible.

The Key Accounts Manager’s role is to oversee a portfolio of assigned customers, develop new business from existing customers and actively seek new sales opportunities within the Small and Medium, AC and GAC OTR Market by providing specialized technical services, analyses, and solution-based recommendations.

Key Performance Areas:

1. Achieve Budget Sales

• Achieve 100% of sales budget unit as defined in performance contract KPI’s.
• Achieve GP budget as defined in performance contract KPI’s where discounts have not been approved by Management.

2. Customer

• Accurately and consistently gather comprehensive data across all customer-related metrics, providing a holistic view of customer performance and insights to drive strategic improvements generate a targeted number of authentic and positive customer testimonials that highlight satisfaction and success stories, supporting brand credibility and future sales efforts.

• Monitor sales by Region and measure product mix, understanding and sales trends.
• Monitor sales target plan per customer group
• Establish and maintain strong relationships with decision-makers and influencers within the customer's organization. Act as the primary point of contact for all key account customers as assigned.
• Foster sound relationships with existing and new customer base.
• Regular and value-added Site Visits on Dealer and customers as per call cycles.
• Increased sales opportunities through educating the Customer on the various OTR Products and the benefits of these products to the customer.

3. Pipeline Management

• Grow market share within existing customer base, determine customer product needs for future sales pipeline forecast.
• Continuously increase sales per customer group, per product category, across Small and Medium, AC and GAC.

4. Internal Operating Sales Processes

• Collect Market Intelligence (ongoing)
• Assisting dealers in correctly completing new account applications
• Request and provide quotes to the customer supported by the administration team as aligned to the internal operating procedure.
• The Key Account Manager shall check and verify the quotation for accuracy.
• Support finance in resolving customer related invoicing or pricing queries where required.
• Report Region/Country activity, pricing movement, market changes and competitor info.
• Record Market information and report on it.
• Quarterly report on channel performance
• Record and report on Evaluation tyres.
• Submit expense reports on expenses.

Additional Responsibilities:

Any other reasonable and lawful instructions.

Key Competencies Required for the Role:

1. Functional Competencies

• Selling and negotiating
• Key Account Management
• Applying Value Proposition
• Managing Customer Experience
• Strategic thinking, problem solving, critical thinking and analytical skills
• Driver’s License

2. Commercial Operations

• Commercial and Economic Acumen
• Value chain understanding
• Project Delivery

3. Technical Competencies

• Applying Technical capability
• Generating insights

Leadership Attributes:

• Lead
• Empower
• Advance Results
• Develop Connections

Education and Experience:

The minimum education requirement for the role is Grade 12 with a minimum of 3 years of experience sales experience in a same or similar role.

Sales or Marketing Qualification is an advantage.