37 Territory Mgr PL R5 LAV (Winnipeg, MB) - - - - - - - - - - - - KEY EXPECTED ACHIEVEMENTS Account Management • Gathers information from the customer to understand their needs and detailed requirements. • Oversees monitoring of relationships including lessons learned and appropriate feedback (close the loop). • Develops/generates new leads by monitoring trends, conducting research, identifying opportunities, cold calling and making appointments. • Educates and develops rapport with internal and external customers, promoting partnerships, seeking feedback and proactively addressing customer needs and requests. • Expands customer buying centers and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met. • Develops communication and training programs to inform sales and marketing teams of new product launches and changes in organizational strategy. • Develops processes and procedures to optimize account management efforts and ensure sales goals are achieved. Opportunity Management • Develops sales action plans for targeting leads, converting them into sales. • Manages own territory by allocating time and resources. • Develops and maintains mid-term territory plans. • Gathers and disseminates competitor market intelligence. • Maintains and updates customer target list. • Participates in strategic lead generation and development of target markets. • Identifies new, profitable business potential in specific markets. • Monitors partnership arrangements to ensure that the objectives of the partnership remain on target. • Influences various partnerships to meet multiple goals. • Analyzes complex information, identifies patterns and implications; understands that the root cause of an issue may initially appear to be unrelated to the issue. Product, Service & Industry Knowledge • Pitches own organization against competition in generic terms. • Identifies related industries that may have an impact on own industry • Matches product knowledge to the implicit needs of the customer. • Troubleshoots product related problems. Negotiating • Reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery; negotiates with other departments on cost sharing). • Selects an approach to negotiation based on an understanding of each party’s interests and priorities. Customer Value Management • Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and consumer insights to drive increased consumer preference and customer activity. • Works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization’s objectives. • Identifies business opportunities based on knowledge of clients, markets, products and services. • Coordinates planning activities with other functions and stakeholders within the organization. Michelin, the leading tire company, is dedicated to sustainably improving the mobility of goods and people by manufacturing and marketing tires and services for every type of vehicle, including airplanes, automobiles, bicycles/motorcycles, earthmovers, farm equipment and trucks. It also offers digital mobility support services and publishes travel guides, hotel and restaurant guides, maps and road atlases. Headquartered in Clermont-Ferrand, France, Michelin is present in more than 170 countries, has 111,200 employees and operates 67 production plants in 17 different countries. Michelin has a Technology Center in charge of research and development, with operations in Europe, North America and Asia. In short, whether you look at our mission, our products or our people, Michelin is a company that truly helps you to move forward... Visit our website to discover more about us www.michelin.com
