Key Account Management (Fleet)

POSITION SNAPSHOT JobReq ID: 55514 Type of work: Remote Type of contract: Open-ended/permanent Full/Part Time: Full time Salary Range: Location: ABOUT US Bridgestone Americas, Inc. (BSAM), headquartered in Nashville, Tennessee, and Bridgestone Europe, Middle East and Africa (BSEMEA), headquartered in Brussels, Belgium, operate collectively as a “Bridgestone West” strategic region. This region services the strategic business needs of teams across the Americas, Europe, Middle East and Africa. BSAM and BSEMEA are subsidiaries of Bridgestone Corporation, globally headquartered in Japan. Bridgestone and its subsidiaries develop, manufacture and market a wide range of Bridgestone, Firestone and associate brand products and solutions to address the needs of a broad range of customers and industries. ABOUT THE ROLE Key Account Manager, Multi-product Position Snapshot Type of Contract: Permanent Full-time Location: Ireland The Company: Bridgestone in Europe, Russia, Middle East, India and Africa (BSEMIA), headquartered in Zaventem (Belgium), is a subsidiary of Bridgestone Corporation, a global leader providing sustainable mobility and advanced solutions. In addition to our premium tire products, we offer a growing portfolio of tire-centric and mobility solutions. Together with our partners and guided by "Serving Society with Superior Quality”, that has been our mission since Shojiro Ishibashi founded Bridgestone in 1931 , we are working to accelerate sustainable mobility innovations and solutions. Through innovative technology, we are committed to easier, safer, smoother and seamless mobility for our society and customers improving how people move, live, work and play . Bridgestone also benefits from a significant retail network throughout the region – in fact our retail presence in the EMIA region is the largest in the tire industry. Through 17 distinct retail partners, we have around 3,500 outlets across Europe, the Middle East and Africa as well as around 2,500 outlets through our partner network in India. This network offers a selection of services, concepts and mobility solutions. At Bridgestone we pride ourselves on the strong relationships we maintain with everyday drivers and this extensive retail network is one of the core reasons why. Bridgestone EMIA In line with the “Bridgestone Essence”, our work environment is based on integrity and teamwork, where everyone can learn from each other and contribute with their own ideas in achieving the coming goals. We want to hear from people who can take the challenge, unleash their creative potential and contribute to the company success demonstrating ownership, courage and agility. We want you to develop your skills, expand your knowledge and be proud of your work . Job Purpose We are looking for a Key Account Manager, Multi-product reporting directly to the Commercial Manager Ireland. This is an Ireland based role. You will strategically manage, develop and grow business profitably and in line with the Company’s objectives and act as the primary Key Account Manager for the selected Commercial and consumer fleet customers within a defined area. In addition you would be responsible for replacement sales in key dealers. Responsibilities: Be accountable for the sales and profitable growth of selected key customers using the Bridgestone product and service proposition. Regularly review the operational viability and supply logistics for key customers in line with the Company strategy and policy, evaluating the benefits and associated risks of either direct supply or via strategic distribution partners. Present a balanced business case to management where new opportunities exist. Work closely with the Sales, Marketing and Finance departments and communicate any trading terms changes to customers. To meet replacement sales TBR targets. Key Activities: Develop and maintain a strong and mutually beneficial business relationship with the key decision makers at key target fleet customers and be responsible for pro-actively identifying and presenting back new areas of opportunity for Bridgestone. Work closely with colleagues to identify and adopt best practice to ensure allocated resources produce a mutually beneficial result. Maintain a documented Business Development Plan and prospecting for existing and new key target fleet customers utilizing all Bridgestone IT platforms. Contribute to the development of fleet growth sales, marketing, customer retention, advertising, pricing and distribution strategies. Engage with colleagues in sales administration, customer service, distribution, invoicing, and credit and collections to ensure customer orders are processed, dispatched, invoiced accurately and paid on time. Actively seek any training opportunities to constantly improve product knowledge and personal sales and account management skills that will help achieve sales targets. Ad hoc sales responsibilities where required. Strategic Responsibilities Work with the accounts team at all levels, Fleet Service providers and the other team members where required. Support contract renewals of Key Accounts in line with company objectives. Ensure we are achieving TBR/PC4 sales targets correct mix and free business ratios. Work with Sales team and operations team to ensure contract compliance. Promote and increase sales of Bridgestone and Firestone strategic and HRD products. Assist the Sales Manager with planning for OB, RBR and the Mid Term Plan (MTP). Customer Development Organise and chair regular review meetings and quarterly strategic review meetings and presentations. Ensure correct stock profiles of Bridgestone and Firestone are being ordered and carried in stock by Bridgestone Service providers. Work with the Dealer management teams to identify new business opportunities in commercial and consumer areas. Set and negotiate Annual & Quarterly rebate agreements with fleet customers, within existing guidelines and agreements from Line Management. Customer Management Review service levels and identity areas that need improvement. Implement Key Performance Indicators (KPI’s) where appropriate for the effective management of each account in line with company objectives. Be involved in setting the budget for each account in line with objectives. Manage the set up and implementation of new accounts with the appropriate Service Level Agreements (SLA’s), Contracts and Tyre Fitment Policies. Liaise with all other departments of Bridgestone, ensuring that all relevant information is communicated in a timely, professional and effective manner. Full end to end process, owning the process ensuring payment to all stakeholders. Sales Management Actively seek profitable “new business opportunities” with new and existing customers, focusing in particular on TBR, RET, and HRD business. Keep the Customers fully up to date with all Bridgestone and Firestone product developments and activities. Support Finance team to ensure all promotions and rebates are documented, delivered, claimed and paid on time. Have clear communication with Commercial and Consumer Sales department where there are joint Consumer and Commercial Customers. Undertake any additional “special projects” as and when required. Attend shows, promotional and hospitality events as and when required. Requirements: Languages skills: English proficiency Experience (years): 5 years field sales experience desirable, 2 years account management experience or proven ability Traits: ability to influence and manage multiple stakeholders, strong communication and presentation skills, demonstrates leadership capability, proactive in approach, excellent at building and maintaining relationships at all levels within the organization and externally, ability to prioritise and organize with good attention to detail, demonstrates positive attitude and emotional intelligence Technical Knowledge: Internal company systems/portals, MS office, Excellent product knowledge and ability to promote Bridgestone mobility solutions. Why should you apply? We are passionate about our people and want to offer them the opportunity to develop and grow. You never stop learning. You will have the possibility to develop yourself via our Learning Management System that is also connected to LinkedIn Learning. You will have the opportunity to experience a dynamic and challenging environment and work on different and innovative projects. If you can demonstrate the skills we are looking for and would like to make a difference in a Pioneering company dedicated to shaping a sustainable future of real-world mobility solutions, join us at Bridgestone! Process Next Steps: All applications will be reviewed. Our HR team will contact those applicants who we would like to invite for the next stage of the recruitment process. Please don’t hesitate to apply at https://careers.bridgestone-emea.com/ We are looking forward to hearing from you! You can learn more about our Group and reasons to join us on www.bridgestone-emia.com Follow us on social media: Disclaimer Diversity and inclusion are a central part of Bridgestone EMIA’s values at the highest level. This is key for our people to show a passion for excellence for improving society connected to the world in which we live. Our commitment to diversity, is linked to our founders mission of ‘Serving Society with Superior Quality’, which is essential in shaping and creating the organization, serving all people, respectfully, connected to our business. We recognize that everyone is different and that attracting, developing and retaining our employees will create a sustainable working environment which is essential to our success. This means that all job applicants and members of staff will receive equal treatment and that we will not discriminate in particular on grounds of gender, marital status, race, ethnic origin, color, nationality, national origin, disability, sexual orientation, religion or age. WHAT WE OFFER At Bridgestone, what really matter is to foster co-creation opportunities and empowering you to be creative and curious to make mobility safer, more efficient, and more sustainable for future generations. Whatever role you fill, when you represent Bridgestone, you are a valued teammate, and part of our larger mission to “Serve Society with Superior Quality”, for that, we offer you more than just a competitive payment; we will provide you: A supportive and engaging onboarding experience to ensure a smooth transition into our team. The opportunity to develop and grow, through training and regular mentorship. Corporate Social Responsibility activities. A truly global, dynamic and challenging work environment. Agility and work/life effectiveness and your long-term well-being. A diverse and inclusive team. We are committed to create an even more inclusive culture that advances equity, embraces individuality, and helps our increasingly diverse teammates, customers, and communities thrive, by providing equal opportunities in employment. This means that all job applicants and members of staff will receive equal treatment and that we will not discriminate on grounds of gender, marital status, race, ethnicity, color, nationality, national origin, disability, sexual orientation, religion or age. ➜ Explore Our Career Site