Continental National Accounts Manager (Manager Major Accounts -SIBP) in Mississauga, Canada
National Accounts Manager (Manager Major Accounts -SIBP)
Position Summary: Responsible for growth and profitability of the national dealer segment within Canadian Passenger & Light Truck. Main interface between customer and Continental to ensure that customer needs, company standards and business objectives are met. Estimates and analyzes records of present and past operations, trends and costs, estimated and realized revenue, administrative commitments, and obligations incurred. Identifies and contacts potential new Key customers. Keeps in contact with clients, answers their questions, and deals with complaints. Predicts future market trends and develops new sales ideas. Interprets accounts and records to management.
Select target key accounts, increasing Continentals share of target key accounts business and then managing each key account individually as a mini business to ensure profitable growth, by growing sales volume on existing and new products, improving price positioning, improving product mix, and managing both fixed and variable expenses. Implement business strategies to incorporate Digital Solutions offerings into our customer portfolio.
Manage local national accounts business in region through ADM coaching, guidance and cooperation.
Individually manage agreed operational KPI’s e.g. expenses, FC, stock levels, fill rates, tire performance tracking etc. to support the CTA strategies. Work with internal supply chain and logistics to maintain product availability. Manage contract processes in close coordination with legal department as it relates to assigned customers.
Required Education: Relevant Bachelors degree or Equivalent
Required Experience: Minimum 5 years or Minimum 10 years or more if no relevant Bachelors Degree
Preferred Education: Masters Degree
Preferred Experience: 7 years with degree
Sales and Marketing Activities - Knowledgeable about company potential and clients needs. Increase efficiency, speed and sales volume. Facilitate the transfer of knowledge to sales and marketing associates. Distinguish the key difference between information and knowledge. Know how to analyze information and recommend the most efficient decisions
Functional knowledge - Advanced knowledge of the market practicies. Ability to provide basic and Medium training for sales associates. Provides comprehensive analysis of the customer business needs and expectations vs. company products. Expert level of financial accumen and inductry standards
Microsoft Programs and Inhouse specialized systems - Advanced level of professional expertise. Develops solutions that others can use to improve work. Power Point based presentations. Can train Basic/Medium levels.
Consulting services - Manage relationships, information, business opportunities, customer satisfaction. Incorporate new information and change action plans. Create and communicate value levers. Build models to justify impact of solutions. Quantify benefits/value to the customer
Oral and Written communications - Advanced skills in providing alternatives in the development of Sales and Marketing practices by using sound position management.
Must be able to travel extensively within Canada and some travel to the United States. Must have a valid Driver's license and passport.
Position is based in the GTA.
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The Business Area Tires offers the perfect tires for a wide range of different applications - from cars, trucks and buses to special vehicles, bicycles and motorcycles. Through continuous investment in Research & Development, Continental makes a major contribution to safe, cost-effective and ecologically efficient mobility. The portfolio of the Business Area Tires includes services for the tire trade and for fleet applications, as well as digital management systems for tires.
Key Account Management, Marketing and Sales