1. Sales strategy and business development
1.1 BP: Support of BP planning process.
1.2 For every assigned KA elaborate a tailor-made development plan, based on BP and overall KA strategy (national/international)
1.3 Customer: Analyze & determine best possible use of customer potentials and needs (Strategy, SWOT, Brands, KPI's)
2. Customer relationship (focus A and B customers)
2.1 Establish, maintain and develop professional customer relationships. Offer professional availability (visits, tel, e-mail) and have contact with all relevant persons and aim at long term and trustful relations.
2.2 Participate in customer's activities (e.g. open days, openings) and AA activities for customers (e.g. product trainings)
2.3 Consult customers about market relevant issues (marketing campaigns, competition, how to improve brand recognition)
2.4 Ensure efficient procedure for complaint mgt., if necessary handle complaints personally
2.5 Find best solutions for complaints (under consideration of economic-, time- and relationship aspects)
2.5 Meet and exceed customer's expectation, Increase KA satisfaction
2.6 Drive and support acquisition of new KA which fit to A strategy
3.1 Break down BP to detailed annual (key)account plan (Potential ,T.O./ Product Group, activities/measures/resources)
3.2 Negotiate, agree and confirm annual customer agreements/contracts
3.3 Develop and carry out activities to reach targets, manage this with available resources
3.4 Ensure availability of all customer & prospect potentials and targets in SFS (80% of TO in detail, 20% general)
3.5 Pro-active selling: Advise for product information (& higher value products as originally planned)
3.6 Support sales reps for selling activities local level
3.7 Coordinate activities in customer's central, delegate and follow up execution of local activities (outlets) to sales reps
4. Sales Steering & administration
4.1 Visit management: Prepare visit plan and visits (targets, statistics, OPL, action list) of Key accounts
4.2 SFM: follow up national and local visit tour and ensure optimized tools and information for sales reps
4.3 Monitor relevant KPI's and carry out appropriate activities to reach targets
4.4 Follow and support order procedure regarding stocks, availability, back logs and special projects
4.5 Provide/report: statistics, forecasts, document and submit business expenses
4.6 Credit & payment management: monitor and react if neccesarry (in coop RO/FIN and CSM)
4.7 Manage as budget owner the assigned money
4.8 Participate in regular and Ad Hoc meetings and telcons on RO and AA level
5.1 Negotiate, agree and implement marketing plan for Key accounts (supported trade marketing)
5.2 Coordinate (with marketing) training activities for KA
5.3 Gather relevant market information
5.4 Manage Bosch campaigns and promotional activities
- Bachelor degree on commercial economics (marketing/sales or business administration).
- Technical understanding related to the automotive industry
- Minimum 3 years experience in Automotive or relevant field
- Experience in workshop / sales, preferably in automotive industry (workshops, AutoCenters, Tires business, fleet business etc.)
- Excellent negotiation skills in decision maker environment
- Language skills. Beside national language, at least good communication skills in English
Your future job offers you
5 Working days, Multinational working environment. Flexible working hour, Group insurance, Medical benefit, Provident fund and Annual leave
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Robert Bosch Limited is a wholly owned subsidiary company of Robert Bosch GmbH (Germany). Located in Bangkok, Robert Bosch Limited was the first legal entity of the Bosch Group in Thailand, established in 1991. Currently, five Bosch divisions are represented in the country: Automotive Aftermarket, Drive and Control Technology, Power Tools, Security Systems and Thermotechnology. Additional information can be accessed at www.bosch.co.th and https://www.facebook.com/BoschThailand.
Bosch in Thailand is part of the Bosch Group, a leading global supplier of technology and services. The Bosch Group’s strategic objective is to deliver innovations for connected life. Bosch improves quality of life worldwide with products and services that are innovative and spark enthusiasm. In short, Bosch creates technology that is “Invented for life