Europe

Key Account Manager - PLM

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Company Name
Tata Technologies
Location
Warwick, United Kingdom
Date Posted
9th August 2018
Category
Job Type

Description

 

   

Key Account Manager (PLM)

 

Position Reports To: VP Automotive, Europe

LOB: Sales, Europe

Location: EIDC, Warwick

 

SCOPE OF ROLE

The Key Account Manager is responsible for day to day PLM sales activities within Flagship/Key accounts. A Key Account Manager is responsible for developing new opportunities within these accounts and work collaboratively with delivery engagement/program managers to help farm these accounts.

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AREA OF RESPONSIBILITY

          Revenue growth within the account

          Value creation in terms of acquiring new deals and the Customer Satisfaction score

          All described sales activities must be documented and maintained daily in the corporate CRM

          Must continually monitor pipeline movement, add new opportunities to the pipeline and maintain the offshore opportunities at or above target level

          Must maintain a Key Account Planning document with regular updates.  The development plan must be created and maintained within the corporate intranet

          Greater than 95% adherence to forecasts

          360 Business review: Forecast, Financial results, Services, Resource Planning, Debt Review, Cash Collection and Action Plan.

 

KNOWLEDGE/EXPERIENCE

          Thorough understanding of PLM Programme delivery requirements

          Experience of selling PLM etc. transformation deals

          Knowledge of PLM/IT outsourcing

          Knowledge of current JLR Product Creation & Delivery System

          Knowledge of JLR PLM Strategy

          Probe: Ability to uncover pertinent information and underlying concerns and motivations in order to successfully position our offering

          Ability to communicate effectively within client at all levels

          Ability to lead the resolution of business issues as they arise.

          Ability to demonstrate financial acumen with customer: Negotiation skills

          Track record of multi-million $ programme nomination successes

          Tata Technologies internal proposal generation process and approval.

 

COMPETENCIES

          Execution Excellence: Plans, executes and improves work processes to ensure achievement of business goals. – Proficient

          Drive for Results: Demonstrates and fosters a sense of urgency and strong commitment to achieving goals. – Expert

          Lead Courageously: Takes personal and organizational risks to do what is right and achieve organizational success and supports others who do so. – Proficient

          Developing and Managing Relationships: Develops and maintains constructive, open and honest relationships with others. – Expert

          Business Acumen: Applies appropriate strategic logic to decisions and initiatives in one’s area. – Expert

          Display Global Perspective: Establishes and promotes effective business operations across multiple countries and/or regions and coordinates appropriately with the broader global business. – Proficient

 

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