- - - - - - - - - - - -

MISSION:

Within Michelin Lifestyle, the KAM contributes to reach the HUB Americas partnership business growth objectives in the activities Restaurant and Wine, specifically Mexico with support of US partnerships.

In support of LB LIF commercial & distribution strategy, the KAM manages the business with all selected segments of customers: B2B, B2A (Administrations)

Takes the lead of Mexico Key Accounts whom headquarters are located in his/her geographical perimeter. In that case, he/she is responsible for the coordination with central LB LIF departments as well as with other territories.

Proposes and animates a commercial strategy for the targeted industry segments for LB LIF, in coordination with central LB LIF departments as well as with other territories.

Generates new business opportunities (new clients and new customer segments)

Sales forecasting & budgeting during the weekly and monthly meetings

In charge of Key Account Planning for his or her main customers

Project management - from ideation to execution follow-up in close relation with implementation support team

KEY EXPECTED ACHIEVEMENTS:

• Develops annual or multi-year agreements with the targeted clients in the country and abroad in case of Global accounts.

• Development of new accounts, in coordination with the Americas HUB management

• Deploys the commercial strategy on local accounts, in cooperation with corresponding Global / Key Accounts Managers when needed.

• Builds LB LIF business forecast for the targeted accounts/country and delivers turnover and margin growth accordingly.

• Deploys standards and tools of Key Account Planning

PERFORMANCE MEASUREMENT:

• Sales turnover and costs
• Number of new customers, contracts signed, opportunities and feasibilities validated.
• Forecasts review in due time + forecast accuracy for turnover and gross margin.
• Quality of customer brief offers presentation, commercial proposition, contracts, customer satisfaction measurement.
• Quality of action plan roll-out in the different markets and hub for global accounts (meetings, KAP, follow up…)