Key Accounts Manager at Volvo Group

to implement the commercial activities in the assigned Key Accounts and Fleet customers - his/her activities are directly related to selling products and services. The Key Accounts Manager is tasked with increasing revenues, penetration levels and sales volumes at acceptable levels of risk and there is a strong emphasis on developing fee income revenues - specifically from insurance products and other non-interest income streams.

Reporting: This role will report to the Country Manager

Job Objectives

• Interfaces directly with assigned Key Accounts and Fleet customers, negotiates deals, sells products and solves problems. Ensures deals are complaint with company regulatory and tax requirements.
• Undertakes background research to gather information on the customer’s business, segment and financial situation ensuring that deals are most likely to be approved by the appropriate Credit & Risk Committee
• Seeks new opportunities to enhance service offerings through a profound knowledge of the customer’s business
• Meets customers together with the dealers, Volvo Group product sellers and facilitates sales with VFS bundled offerings. Proactively introduces fee-income offerings, particularly insurance, at the point of sale - POS
• Attends meetings at the dealerships to promote VFS, follow opportunities and gather information on customers and markets.
• Delivers point of sales training and provides guidance to dealers, Volvo Group product sellers in all VFS products and offerings.
• Provides input to sales forecasts. Supports quarterly key dealer reviews
• Relationships
• Establishes strong relationships with fleet customers and key accounts to improve the achievement of business objectives.
• Develops and controls a strong dealer network to cover the assigned Key Accounts and Fleet customers and works together with the dealers to facilitate VFS’s presence in the market at the end customer
• Builds and maintains strong working relationships with Volvo Group product sellers in order to align and achieve common objectives through positive business relationships
• Other
• Implements the local commercialisation of new products and services
• Provides assistance regarding debt collection and risk management activity as and when requested
• Provides input to performance reporting and forecasting of sales performance
   

Education & Job Experience

• Minimum of 5 years’ experience in a similar sales role.
• Previous experience in a commercial asset finance is preferred
• Commercial Degree with Finance and Business Management as subjects

Job Knowledge & Skills

• Strong understanding of financial statement and related ratios
• Strong business understanding
• Key account management experience

• Excellent sales and negotiating skills
• Analytical ability to compile and motivate a credit application
• Microsoft Offices packages (Excel -intermediate to advance, Power Point and Word)
• Proficient in English (oral / written)
• Analytical ability to compile and motivate a credit application
• Business Acumen
• Attention to detail

Essential
Competency Requirements

• Adhering to Principles and Values
• Delivering Results and Meeting Customer Expectations
• Relating and Networking
• Following Instructions and Procedures
• Coping with Pressures and Setbacks
• Deciding and Initiating Action
• Achieving Personal Work Goals and Objectives

Desirable

• Planning and Organising
• Persuading and Influencing
• Presenting and Communicating Information
• Writing and Reporting
• Adapting and Responding to Change