Key Account Management (Fleet)

Bridgestone; Dublin; On-site; EUR 55,000 - 75,000; Full time

Job summary

Bridgestone Europe, Middle East, Africa Ireland is seeking a Key Account Manager, Multi-product based in Ireland. You will manage major fleet accounts, grow profitable business and coordinate with sales, marketing and finance to deliver value across Bridgestone and Firestone products.

You will build strong relationships with key decision makers, review logistics, present strategic opportunities, negotiate terms and ensure timely delivery and profitability in line with company objectives.

Qualifications

• English proficiency required.
• 5 years field sales experience desirable.
• 2 years account management experience or proven ability.

Responsibilities

• Be accountable for the sales and profitable growth of selected key customers.
• Review operational viability and supply logistics for key customers in line with the company strategy.
• Present a balanced business case to management for new opportunities.
• Work with Sales, Marketing and Finance to communicate trading terms changes to customers.
• Meet replacement sales TBR targets.

Skills

English proficiency

Field sales experience

Account management

Job description

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Bridgestone Americas, Inc. (BSAM), headquartered in Nashville, Tennessee, and Bridgestone Europe, Middle East and Africa (BSEMEA), headquartered in Brussels, Belgium, operate collectively as a “Bridgestone West” strategic region. This region services the strategic business needs of teams across the Americas, Europe, Middle East and Africa. BSAM and BSEMEA are subsidiaries of Bridgestone Corporation, globally headquartered in Japan. Bridgestone and its subsidiaries develop, manufacture and market a wide range of Bridgestone, Firestone and associate brand products and solutions to address the needs of a broad range of customers and industries.

ABOUT THE ROLE

Key Account Manager, Multi-product

Position Snapshot

• Type of Contract: Permanent
• Full-time
• Location: Ireland

The Company:

Bridgestone in Europe, Russia, Middle East, India and Africa (BSEMIA), headquartered in Zaventem (Belgium), is a subsidiary of Bridgestone Corporation, a global leader providing sustainable mobility and advanced solutions.

In addition to our premium tire products, we offer a growing portfolio of tire-centric and mobility solutions. Together with our partners and guided by "Serving Society with Superior Quality", tathas been our mission since Shojiro Ishibashi founded Bridgestone in 1931 , we are working to accelerate sustainable mobility innovations and solutions. Through innovative technology, we are committed to easier, safer, smoother and seamless mobility for our society and customers improving how people move, live, work and play .

Bridgestone also benefits from a significant retail network throughout the region – in fact our retail presence in the EMIA region is the largest in the tire industry. Through 17 distinct retail partners, we have around 3,500 outlets across Europe, the Middle East and Africa as well as around 2,500 outlets through our partner network in India. This network offers a selection of services, concepts and mobility solutions.

At Bridgestone we pride ourselves on the strong relationships we maintain with everyday drivers and this extensive retail network is one of the core reasons why.

Bridgestone EMIA

In line with the “Bridgestone Essence”, our work environment is based on integrity and teamwork, where everyone can learn from each other and contribute with their own ideas in achieving the coming goals.

We want to hear from people who can take the challenge, unleash their creative potential and contribute to the company success demonstrating ownership, courage and agility. We want you to develop your skills, expand your knowledge and be proud of your work .

Job Purpose

We are looking for a Key Account Manager, Multi-product reporting directly to theCommercial Manager Ireland. This is an Ireland based role.

You will strategically manage, develop and grow business profitably and in line with the Company’s objectives and act as the primary Key Account Manager for the selected Commercial and consumer fleet customers within a defined area.

In addition you would be responsible for replacement sales in key dealers.

Responsibilities:

• Be accountable for the sales and profitable growth of selected key customers using the Bridgestone product and service proposition.
• Regularly review the operational viability and supply logistics for key customers in line with the Company strategy and policy, evaluating the benefits and associated risks of either direct supply or via strategic distribution partners.
• Present a balanced business case to management where new opportunities exist.
• Work closely with the Sales, Marketing and Finance departments and communicate any trading terms changes to customers.
• To meet replacement sales TBR targets.

Key Activities:

• Develop and maintain a strong and mutually beneficial business relationship with the key decision makers at key target fleet customers and be responsible for pro-actively identifying and presenting back new areas of opportunity for Bridgestone.
• Work closely with colleagues to identify and adopt best practice to ensure allocated resources produce a mutually beneficial result.
• Maintain a documented Business Development Plan and prospecting for existing and new key target fleet customers utilizing all Bridgestone IT platforms.
• Contribute to the development of fleet growth sales, marketing, customer retention, advertising, pricing and distribution strategies.
• Engage with colleagues in sales administration, customer service, distribution, invoicing, and credit and collections to ensure customer orders are processed, dispatched, invoiced accurately and paid on time.
• Actively seek any training opportunities to constantly improve product knowledge and personal sales and account management skills that will help achieve sales targets.
• Ad hoc sales responsibilities where required.

Strategic Responsibilities

• Work with the accounts team at all levels, Fleet Service providers and the other team members where required.
• Support contract renewals of Key Accounts in line with company objectives.
• Ensure we are achieving TBR/PC4 sales targets correct mix and free business ratios. Work with Sales team and operations team to ensure contract compliance.
• Promote and increase sales of Bridgestone and Firestone strategic and HRD products.
• Assist the Sales Manager with planning for OB, RBR and the Mid Term Plan (MTP).

Customer Development

• Organise and chair regular review meetings and quarterly strategic review meetings and presentations.
• Ensure correct stock profiles of Bridgestone and Firestone are being ordered and carried in stock by Bridgestone Service providers.
• Work with the Dealer management teams to identify new business opportunities in commercial and consumer areas.
• Set and negotiate Annual & Quarterly rebate agreements with fleet customers, within existing guidelines and agreements from Line Management.

Customer Management

• Review service levels and identity areas that need improvement.
• Implement Key Performance Indicators (KPI’s) where appropriate for the effective management of each account in line with company objectives.Be involved in setting the budget for each account in line with objectives.
• Manage the set up and implementation of new accounts with the appropriate Service Level Agreements (SLA’s), Contracts and Tyre Fitment Policies.
• Liaise with all other departments of Bridgestone, ensuring that all relevant information is communicated in a timely, professional and effective manner.
• Full end to end process, owning the process ensuring payment to all stakeholders.
• Actively seek profitable “new business opportunities” with new and existing customers, focusing in particular on TBR, RET, and HRD business.
• Keep the Customers fully up to date with all Bridgestone and Firestone product developments and activities.
• Support Finance team to ensure all promotions and rebates are documented, delivered, claimed and paid on time.
• Have clear communication with Commercial and Consumer Sales department where there are joint Consumer and Commercial Customers.
• Undertake any additional “special projects” as and when required.
• Attend shows, promotional and hospitality events as and when required.

Requirements:

• Languages skills: English proficiency
• Experience (years): 5 years field sales experience desirable, 2 years account management experience or proven ability
• Traits: ability to influence and manage multiple stakeholders, strong communication and presentation skills, demonstrates leadership capability, proactive in approach, excellent at building and maintaining