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Account Executive B2B

3 months ago

Laval, Quebec, Canada Michelin Full time
Account Executive B2B

REALISATIONS CLES ATTENDUES

Gestion de compte
- Réunit des informations auprès des clients pour comprendre leurs besoins et leurs exigences spécifiques.
- Encadre la surveillance des relations, y compris les leçons retenues et les commentaires appropriés (pour fermer la boucle).
- Développe/génère de nouveaux prospects en observant les tendances, en menant des études, en identifiant les opportunités, en prospectant par téléphone et en prenant des rendez-vous.
- Forme et développe des relations avec les clients internes et externes, en favorisant les partenariats, en sollicitant des commentaires et en répondant de manière proactive aux besoins et aux demandes des clients.
- Développe des centres d'achats clients et des cas d'utilisation, tout en menant le cycle de planification du compte client et en s'assurant de répondre à l'ensemble des besoins et des attentes des consommateurs.
- Développe la communication et des programmes de formation pour informer les équipes commerciales et marketing des nouveaux lancements de produits et des changements de stratégie organisationnelle.
- Développe des processus et des procédures pour optimiser les efforts relatifs à la gestion de compte et veiller à remplir les objectifs de vente.

Gestion des opportunités
- Développe des plans d'action commerciale pour cibler des prospects et les convertir en ventes.
- Gère son propre territoire en lui consacrant du temps et des ressources.
- Développe et entretient des plans de territoire à moyen terme.
- Réunit et diffuse des informations commerciales relatives à la concurrence.
- Conserve et actualise une liste de la clientèle ciblée.
- Participe à une génération de prospects stratégique et au développement de marchés cibles.
- Identifie le potentiel de nouvelles activités rentables sur des marchés spécifiques.
- Contrôle les accords de partenariat afin de s'assurer de poursuivre la réalisation des objectifs du partenariat.
- Influence les différents partenariats pour accomplir plusieurs objectifs.
- Analyse des informations complexes, identifie les schémas et les enjeux, comprend que la cause principale d'un problème apparaît parfois sans aucun lien avec le problème en question

Connaissance des produits, des services et du secteur
- Dresse sa propre entreprise contre la concurrence en termes génériques.
- Identifie les secteurs connexes pouvant avoir un impact sur son propre secteur
- Fait correspondre ses connaissances du produit aux besoins implicites du client.
- Résout les problèmes relatifs au produit.

Négociation
- Parvient à des solutions mutuellement satisfaisantes lors de négociations directes et formelles avec des intervenants internes ou externes (i.e. négocie avec des entrepreneurs externes pour une prestation de service directe ; négocie avec d'autres services sur la répartition des coûts).
- Opte pour une approche de la négociation basée sur une compréhension des intérêts et des priorités de chaque partie.

Gestion de la valeur client
- Développe et exécute des promotions/programmes clients et canaux qui exploitent les idées/la philosophie d'une marque nationale et les informations relatives aux consommateurs afin d'obtenir une préférence accrue et une meilleure activité des clients.
- Travaille avec des partenaires pour la stratégie commerciale et la planification afin de garantir l'exactitude des prévisions, une optimisation des opportunités et l'élaboration de plans pour réaliser les objectifs de l'entreprise.
- Identifie des opportunités commerciales appuyées sur la connaissance des clients, des marchés, des produits et des services.
- Coordonne les activités de planification avec d'autres postes et intervenants au sein de l'entreprise

Realisations attendues:

- Team player
- Value selling approach (Consultant approach)
- Able to work in an office environment and in the customer yards
- Open for feedbacks
- Positive attitude and Energy
- high business partnering/
- collaboration
- create trust with others
- Hunter to conquest new business
- FR + EN