1   Represent to the account at all hierarchical levels by means of:

Relationship management (CRM):

- Strategic direction of assigned market/PMA or SCP - 5 year plan

- Definition of individual decision making units and other contact persons

- Gives sponsorship advise to management

- Monitors accounts/market changes

- Pro-active sales of products / solutions

- Propagate the strategy / philosophy          

 

2  Establish Assigned PMA business plans:

- Short medium and long-term planning, activity / products / solutions

- Plan via CRM short and longer term deals

- Up date and analyze won and lost orders

- Monitor individual deals using account plans

- Upkeep awareness of the market, competitors and customer development, works with Marketing team to further develop the business

- Explore new business opportunities

3 Represent accounts :

- “Co-ordinate ‘problem solving’ issues for the customer / order confirmation, invoicing, delivery, training and service requirements

- Co-ordination of customer needs e.g.:

- requests for documentation and offers

- demo’s, factory visits

- clarification and acceptance of ‘terms and conditions’

- settlement of orders – closing the sale        

 

4 Demonstrations:

- Managing demos (e.g. timing and demo equipment specification)

- The realization of the site in coordination with the appropriate application specialist

- Participate in road shows and related events in line with business needs      

 

5 Market communication:

- Informs the customer about market trends and aligns the account plan if necessary

- Up dates competitive information through internal communication

- Reports competitive information from the customer side to marketing

- Up dates accounts/projects information in the CRM-tool

- Provides CRM information, so that Sales Management,  Account Management and Marketing can use this information in the execution of their tasks

       

6 Customer/SCP visit:

Account/SCP Manager plans, organizes and realizes customer visits. The logistics are coordinated with other relevant parties