Key Account Manager at D T Dobie & Company (K) Limited
(KAM) – Trucks
In line with our Business Strategy to offer efficient and quality service to our customers, we are seeking to fill the position of a Key Account Manager – in our Aftersales Department.
The ideal candidate will report directly to the Parts Sales Manager and secondary to the Aftersales Director.
The candidate will be responsible for achieving business objectives, KPIs and targets at assigned key customers. Where directed, the KAM develops new customers in a manner that will achieve short and long-term, profitable growth at the account.
Major Job Responsibilities:
- Active participation in the development of KAM concept with the aim to maximize aftersales revenue opportunities.
- Implementation of the KAM concept in the assigned market.
- To develop customer specific business plan based on the customer data and prepare initiatives to lock customer loyalty whilst delivering excellent levels of customer service.
- Steering the assigned KASP’s (Key Accounts Sales Person) in order to assure a optimum number of market visits according to the market potential and business needs.
- Conduct regular team meetings in order to discuss the KAM business performance/outcome of the market visits and current challenges in order to further develop the KAM concept/portfolio as in KASP (Key Accounts Sales Person)
- Assure a standardized reporting and information flow to the Parts Sales Manager and Aftersales Director.
- Create a holistic service and parts portfolio to gain and regain key account customers either back to workshop or sell onsite service solution.
- To develop a bonus and incentive schemes to push the parts business to assure the maximum customer parts purchase loyalty.
- Supporting Parts Sales Manager and Aftersales Director in setting up a KAM function on market level and qualification of the local KASP(Key Accounts Sales Person) by training on the job.
- Joint visits with KASP, Parts Sales Manager and Aftersales Director to key accounts customers to understand their needs and develop customer specific solutions.
- Stock taking of the actual fleet structure (size, brands, usage etc) and regularly updating of the data.
- Support Parts Sales Manager and Aftersales Director to optimize downstream revenues in all aspects of after sales with a key focus on parts sales, service contracts and service solutions.
- Generate service and parts business for emerging business to overcome shortcomings in the network density and market presence.
- Controlling, monitoring and reporting of the key account customer’s specific business turnover to the Parts Sales Manager and Aftersales Director.
- Observe and report the market and purchase development of the respective key account customers plus the competition activities.
- Analyse market trends and market potentials and derive necessary fields of action.
- Follow-up on the success of each marketing activity to ensure the sustainability and affectivity of each campaign.
- Monthly tracking of revenue development and KAM KPIs in order to steer the KAM business.
- Ensuring Branch profitability needs are secured along the entire fleet business chain.
Knowledge/Skills/Experience
- Automotive business field sales and Key account management professional experience
- Experience in parts business at retail/wholesale level
- Good technical understanding of Mercedes Benz trucks would be an added advantage
- Highly developed and ability to negotiate
- Distinctive customer oriented thinking
- Excellent verbal and Presentation communication Skills
- Proficient in IT Skills
If you believe you fit this profile please submit your detailed resume and copies of relevant certificates & testimonials clearly marked:-
The Human Resources Manager
D T Dobie & Company (K) Limited
P.o.Box 30160-00100
Nairobi
Only qualified candidates will be contacted for the interview
