Job Title: German Key Account Manager for Automotive Sector

Department: Central Business Development (CBD)
Reporting line: Vice President, Marketing & Sales for the Greater China Region of the North Asia Operating Group
Location: Shanghai
Language: German Language Speaking Preferred

Role Statement:
The job incumbent is responsible for:
1. Coordinate and facilitate the commercial actions of all Bureau Veritas I&F China departments for automotive sector in mainland China.
2. Assess and fully develop each key account potential and achieve key account sales target at the company level
3. Implement the Key Account Management strategy for automotive sector by elaborating a comprehensive sales action plan for key accounts
4. Contact at highest organization level at automotive clients, and to promote all BV China I&F services in order to generate maximum opportunities
5. Coordinate BV I&F sales force intervening on these accounts
6. Define and ensure consistency of pricing strategy in collaboration with operation teams
7. Lead whole sales process, including preparation of proposal, clarification meeting, negotiation, contract clauses discussion until the signature of contract
8. Creates durable relationship with key accounts. Conduct very regular client visits
9. Make sure the completeness and timely input of key accounts data in CRM system (Aramis)
10. Performing in line with BV Group and I&F China Technical, Quality & Risk system, BV Code of Ethics and BV Group & I&F Business Line policies.

Responsibilities:
1. Responsible for Customer Relationship Management, to maintain existing relationship with client key individuals and also explore and set-up new relationship with key decision makers (incl. project opportunity / marketing strategy, problem solving, implementing the company’s cross-selling strategy);
2. Responsible for the sales target of concerned key accounts at the company level;
3. Lead the development of sales strategies for key accounts;
4. Lead as Sector Leader the automotive sector team. If the candidate has relevant experience in other sectors (e.g. aeronautic, machine, manufacturing), she/he could also be KAM and/or sector leader for another sector.
5. Understand the detailed organization of the key account and the decision making mechanism;
6. Define key account action plan to assess the full business potential within all BV scope of work and identify the key areas to enlarge existing business volume;
7. Collaborates with business units and other functional units to execute key account action plan;
8. Implement corporate standards in the area of responsibility (e.g. Code of Ethics, TQR, Procedures and processes);
9. Monitors competition activity in each key account and ensures that appropriate response strategies are formulated and communicated;
10. Executes monthly and quarterly planning and performance review with whole key account team;
11. Responsible for the contribution on profitability improvement for all Key accounts business (e.g. implementation of price increases, product mix);
12. Accomplishes specific assignments from senior management;
13. Communicates market information back to the organization.

Key Performance Indicators:
1. Receptiveness of BV code of ethics
2. New sales (sales growth) to the key accounts and sector(s) under his/her responsibility
3. Revenue and margin on the key accounts and sector(s) under his / her responsibility
4. Increase of BV China services portfolio to these key accounts by selling new services
5. Market share for each service
6. Completeness and timely key accounts data in BV CRM system
7. Integration / cooperation with Bureau Veritas organization (I&F China, BV I&F international network, BV other divisions)

Requirements:
1. Bachelor or above level majored in Automotive Engineering, Mechanical or related discipline
2. More than 5 years’ experience in Automotive Engineering industry
3. Has existing relationship network with middle-high management of automotive clients.
4. Confirmed sales performance records
5. Strategic thinking, solid problem solving and conflict management capability
6. Quick learning capability
7. Autonomous and initiative
8. Excellent communication and presentation skills
9. Strong team spirit
10. Fluent in English, knowledge in German is a plus