What are the responsibilities and job description for the KAM position at Sarens?
- Responsible for selling the services of Sarens at new and existing customers according to the set targets in the Sales plan.
- Prepare her/his annual sales plan – customer wise covering different segments and services as per management directions and business strategies.
- Ensure the achievement of sales plan target across different customers (existing/new) and segments as per sales KPI parameters.
- Proactively interacting and visiting customers to create leads & prospects.
- Generate leads/RFQs, submit quotations and follow to conclude orders (focus on cranes/equipment to be off-hired in coming months ensuring occupation as per target).
- Enhance the customer base across different market segments as per business strategy.
- Enhance revenue share with the existing customers by offering additional services part of overall product & service portfolio.
- Timely registration and update of visits, quotes & order intake in CRM, thus ensuring the data quality; not later than a week.
- Ensuring at least three times of BfW (Bid for Work) funnel over her/his annual target at any point of time.
- Maintain win ratio as per target ensuring continuous revenue performance.
- Ensure to collect outstanding invoices from her/his customers as per contractual term and company DSO policy.
- Attend the weekly, monthly and quarterly sales meetings with complete preparation.
- Provide update of actual revenue per customer per month in the individual KAM target sheet.
- Provide three months rolling revenue forecast for targeted & non-targeted customers.
- Develop a good understanding on various parameters of sales KPIs and how actuals are calculated.
- Get well-versed with sales KPI file:
Where to incorporate customer wise forecast.
Understanding of KAM performance dashboard and sales plan analysis.
- Keep herself/himself aware and abide by the sales procedures and reports.
- Keep herself/himself aware of the latest developments in the industry (own) and affiliated industries (of customers).