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Mission

Develop and manage product/service offerings of a select group of key accounts that operate in a given perimeter where the business relationship is primarily managed using the Key Account Planning process with a focus on OEM purchasing policy.

Key Expected Achievements

Account & Opportunity Development

• Plays a leading commercial role for his OEM(Automotive company), together with technical project manager.
• Deploys the defined partnership strategy and addresses issues/items in link with the business model (product, service, supply chain, technical partnership) and ensures that sales targets (operating profit, sales volume) are achieved.
• Conducts analysis of customers’ demand for products and services to detect business opportunities. Influences stakeholders to ensure that the necessary resources are made available to deliver required services and products.
• Manages business on delivery (from SOP to EOP) in one’s own zone and ensures that the deliveries are executed according to the customer demand.
• Advises sales team on products and services and issues facing clients.
• Identifies business issues and opportunities by analyzing financial and non-financial data at the transaction level in the organization.
• Manages data on Salesforce to optimize account management efforts and ensure sales goals (online, offline) are achieved.
• Performs appropriate profitability analyses and makes recommendations to support short- and long-term decisions (e.g. break-even, relevant cost, contribution margin, linear programming, sensitivity and uncertainty analysis, etc).

Negotiating

• On reception of RFQs, leads the Business Acquisition process and leads negotiation with the customer, based on the guidelines that were validated during the Management Approval process. Aligns with other business units and ensures that global signing targets are achieved.
• Leads Multi-year and annual price negotiations.
• Effectively matches product knowledge to the implicit needs of the customer.
• Negotiates commercial issues, to ensure that customers and other stakeholders understand and agree on what will meet their needs and that appropriate service-level agreements are defined. Ensures that the Technical Project Managers are involved.
• Based on one’s skills in negotiation, sets commercial objectives and is in charge of all the preparatory work that helps define starting point, aim, and Wall Position together with the pricing manager. One selects the appropriate strategy and tactics for negotiation. 
• Develop negotiating strategies and positions by studying the integration of new initiatives with the organization’s strategies and operations (Including Online business).

Customer value management & Business partnering

• Establishes and maintains customer contacts for continuing good relations and business opportunity development.  
• Leads together with the Technical Project Managers the OEM(automotive companies) and fosters an environment of mutual trust through clear communication, open dialogue, and consistent behavior.
• Collaborates with marketing specialists to execute the validated business model, and leverage technological and brand leadership.
• Leads by example and fosters an environment of mutual trust through clear communication, open dialogue, and consistent behavior.
• Forms alliances with people in different organizational units to work toward mutual objectives.
• Cultivates and develops new opportunities to build long-term business relationships.
• Designs and implements initiatives to increase current and future market penetration.

Product, Service & Industry Knowledge

• For a given bid, evaluate product/service and direct competition in order to position own organization appropriately.
• Ensures that Michelin's defined offer addresses both customers’ and Michelin's expectations
• Participates in the identification of any commercial opportunities to maximize the business
• Identifies & explains industry trends to his customer
• Participates in Project Management, and troubleshoots Supply Chain related problems.

Job Requirements

• Have 5~10 years of confirmed experience in OEM (automotive companies) tier1 key account management and business partnering with negotiation skills
• Able to communicate within an international environment including direct contacts with key clients.
• Fluent English speaker.
• Preferred experience with Salesforce

Location

• Position based in Seoul.
• Even not compulsory, international geographical mobility is considered as a plus for mid-long-term career evolution within Michelin Group.

“Motion is the very essence of life. At Michelin, we believe that nothing can stop us from moving. Offering everyone a better way forward is our corporate mission.”

Michelin, the leading tire company, is dedicated to sustainably improving the mobility of goods and people by manufacturing and marketing tires and services for every type of vehicle, including airplanes, automobiles, bicycles/motorcycles, earthmovers, farm equipment and trucks. It also offers digital mobility support services and publishes travel guides, hotel and restaurant guides, maps. Headquartered in Clermont-Ferrand, France, Michelin - with a workforce 111,200 employees - is present in more than 170 countries, operates 67 production plants in 17 different countries. Michelin owns several Technology Centers in charge of Research and Development, with operations in Europe, North America, and Asia.

Thanks to its worldwide footprint and presence in numerous business applications, Michelin provides motivated candidates with real opportunities for various and long-term career path.

Equal Opportunity Employer

Michelin is an equal opportunity employer and is committed to taking positive action to ensure that every employee will be afforded the opportunity to make the maximum contribution to the objectives of the Company without regard to race, color, religion, disability, national origin, military and veteran status, sex, pregnancy, childbirth, medical needs arising from pregnancy or childbirth, medical conditions related to pregnancy or childbirth, including, but not limited to, lactation, sexual orientation, gender, gender identity, gender expression, marital status, age, citizenship, genetic information, political belief, or any other characteristic protected by applicable law.

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