Ensure the competitiveness and full-compliance of Valeo offers with the expectations and requirements
Of The Customer
- Ensure that the customers' requirements are all identified and well understood by the project teams.
- Determine the sales price objectives according to his knowledge of the market and competitors position.
- Implement the pricing strategy in the CAA.
- Work together with KAMs in other regions to ensure global pricing and strategy consistency
- Initiate and conduct all possible actions in order to be able to submit, within the time limits, a competitive
- quotation technically and economically.
- Participate in project teams in order to explain and defend the customer's viewpoint in terms of quality, costs,
- delivery times and in order to satisfy their requirements.
- Teach the customer about new technologies/products/views/approaches/solutions to ensure attractive offers
- Align and tailor the customer message with the Project Management team
Drive The Negotiation During Business Acquisition Process
- Deliver commercial insights
- Take control in guiding the customer to a recommended action by discussing alternatives and reinforcing the
- value of making a change
- Keep PG organization informed of the negotiation and competition's status on all global aspects of the offer
- Review and if necessary negotiate with customer new contracts, nominations or any other contracts, always in
- line with group policies and CAAs
Prepare the budget, manage and report the selling prices and the order intake target list:
- Responsible for the turnover and its evolution for the customer(s)
- Prepare CDP, MTP and budget for the customer
Operational Responsibilities
- Negotiate prices in case of modification (technical, volumes, raw material and inflation) and any market effect
- Build and negotiate the productivity plans
- Liaise with Sales Administration to ensure price update
- Manage the relationship with the customer in case of claims and logistic/quality crisis
- Monitor and take the necessary actions to reduce overdue.
Team Development And Training
- Coaching KAMs
- Ensure the team has the adequate training on Products and on commercial skills
- Ensure Challenger deployment methodology
KAM Key Performance Indicators
- Order Intake, Turnover, Market Shares, Price Management (SPI), Overdue
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