KAM Fleet Mobility - Kujawsko-Pomorskie / Pomorskie at Goodyear Tire & Rubber

Warsaw, Woj. Mazowieckie, Poland

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Automotive, Transportation, Mobility, Tire ManufacturingIndustries

Requirements

Detailed understanding of fleets (including last mile delivery fleets) in the sales area, including changes and business trends
Ability to track transport industry trends, technological advancements, and economic factors affecting clients’ needs
Knowledge of fleet sales process steps and CRM documentation
Understanding of value propositions and business models (PAYG, PPK, Direct, TaaS) based on pain analysis
Ability to perform account research, profiling, identify key stakeholders, decision-makers, influencers, and internal champions
Capability to segment fleets based on revenue, strategic fit, and growth potential
Skills in developing strategic account plans and unique value propositions matching total mobility offers to client needs
Knowledge of Goodyear Total Mobility value proposition for cross-sell and up-sell opportunities
Ability to manage service level agreements in collaboration with Lead Network and Service
Proficiency in monitoring competitive product performance, managing contracts, negotiating renewals, and ensuring profitability (pricing, Raw Material index, efficiencies like mileage declaration, fitment policy, tire performance)
Relationship management skills, including scheduling regular check-ins and anticipating client needs

Responsibilities

Fleet business development with new medium and large direct fleets (Truck & LCV)
Keep track of transport industry trends, technological advancements, and economic factors affecting potential clients’ needs
Document fleet details, changes, and trends in the CRM and support Sales representatives Truck replacement with market information
Develop relationships and network by attending industry events, conferences, and trade shows to meet potential clients and share total mobility content
Generate and follow up on leads from marketing, Sales representatives Truck replacement, and referrals
Track upcoming tenders, prepare competitive value propositions, and finalize proposals for submission
Prioritize prospects based on highest revenue potential to build a robust pipeline
Follow fleet sales process steps to develop new prospect fleet customers and maintain up-to-date CRM records of prospecting activities, interactions, and statuses
Apply adapted value proposition and business model to prospects based on pain analysis
Establish and roll out service level agreements in collaboration with Lead Network and Service
Perform account research and profiling for existing medium and large direct fleets to understand clients, stakeholders, and business needs
Segment fleets based on current and potential revenue, strategic fit, and growth potential to prioritize resource allocation
Develop and agree on strategic account plans with customers to create unique value propositions matching total mobility offers to needs
Identify growth opportunities by addressing pain points via Goodyear Total Mobility value proposition (cross-sell & up-sell)
Ensure quality delivery by following up on current solutions and tires (value realization, manage SLAs with Lead Network & Service, tire follow-up with Replacement Sales representatives)
Monitor competitive product performance with support of Replacement Sales representatives
Adjust strategies in response to client business shifts, competitive pressures (pricing), or opportunities
Manage contracts and negotiate renewals in line with legal and financial policies
Manage profitability improvement through pricing maximization, Raw Material index execution, and collaboration for efficiencies (mileage declaration, fitment policy, tire performance)
Manage client relationships by scheduling regular check-ins and anticipating needs