Key Account Manager

Key Customer Identification and Key Account Management

Key customer identification, selection using defined metrics, creation of complete dossiers with customer information on fleet, buying pattern, purchase decision attributes, nuances of transport operation, cost economics, winning factors etc

Single window for all customer requirements in sales, service, parts & other services

Sales Target Achievement

Achieving of vehicle sales volume, share of business and profitability targets

All kinds of sales promotions at Key customers like product demo to owner, crew and all his associates to build overall confidence and buy in. Actively participate in evaluation and sale of of surround services like Annual Maintenance contracts, Extended warranty.

Relationship Management, Marketing Activities

Build relation with customer and his crew on a continuous basis including regular visits & innovative activities to get mind share

Organise & coordinate activities like vehicle health check campaigns, training for drivers, mechanics, crew engagement programs, plant visits, body building, finance tie ups and anything that can win customer confidence and trust in Eicher brand.

All support & coordination required to ensure high levels of vehicle productivity in coordination with Service team

Customer Need Identification and driving Customer Profitability

Understand the needs, demands of customer and build consensus amongst internal team members including marketing, after market, technical and parts department to draw support and ensure smooth delivery

Monitor competition activity Gathering info from field on new products and any new activity/ strategic move by competition product or off-product. New products performance , activity related.

Understand product usage pattern; operating costs and revenue model and help establish Customer value propositions as defined.

Continuously track customer profitability by monitoring sales, after market, parts revenues and expenses incurred through various activities and goodwill measures.

Create sustainable competitive advantage by delivering on key value propositions and establish a measurable & significant switching cost in the Key accounts.