Ensure the development, sustainability, and growth of strategic accounts within the CBG business, acting as the primary liaison between the customer and Continental. The Key Account Manager (KAM) represents the company in its relationships with key customers, anticipating needs, proposing value-added solutions, and leading negotiations that strengthen customer relationships, increase market share, and ensure the achievement of the Commercial area’s strategic objectives.
- Responsible for sales execution and for achieving the margin, volume, and profitability targets established in the annual budget.
- Manage the sales pipeline with discipline, ensuring predictability and alignment with the budget.
- Participate in strategic and operational planning by contributing market, risk, and opportunity analyses.
- Act as the liaison between customers, Segments, BUs, and other internal areas, ensuring alignment and efficient delivery.
- Expand the portfolio of products and services sold to existing customers, ensuring a comprehensive offering of CBG belts, services, and solutions.
- Identify additional opportunities within the customer portfolio, increasing market share and profitability.
- Develop customized value propositions based on customers’ technical and operational requirements.
- Identify and qualify new target customers through a structured sales funnel methodology.
- Leverage technical, commercial, and corporate resources to support the conversion of strategic prospects.
- Maintain aligned communication with KAMs, Segments, and Regional Sales teams to coordinate opportunities and prevent overlap.
- Use approved tools and processes, such as SFDC, to record opportunities, pipeline stages, and customer status.
- Map competitors, market trends, and the positioning of relevant market players.
- Develop and execute conversion plans for strategic accounts.
- Conduct SWOT analyses to support commercial decisions and growth strategies.
- Plan and deliver technical training on products, applications, and best practices.
- Use workshops and technical demonstrations to strengthen customer relationships and increase sales.
- Mobilize internal resources—including technical, operations, administrative, and engineering teams—to ensure high customer satisfaction.
- Collect ongoing positive and negative feedback and translate it into improvement plans.
- Develop proactive retention and loyalty initiatives for key accounts.
- Promote technical and institutional visits to Continental facilities to strengthen credibility and commercial partnerships.
Bachelor’s degree.
2–4 years of experience in the relevant field.