.responsable comercial brmichelin, the worldwide leader in tires, is hiring!- key expected achievementsaccount management- gathers information from the customer to understand their needs and detailed requirements.- oversees monitoring of relationships including lessons learned and appropriate feedback (close the loop).- develops/generates new leads by monitoring trends, conducting research, identifying opportunities, cold calling and making appointments.- educates and develops rapport with internal and external customers, promoting partnerships, seeking feedback and proactively addressing customer needs and requests.- expands customer buying centers and use cases, while leading the customer account planning cycle and ensuring that all customer needs and expectations are met.- develops communication and training programs to inform sales and marketing teams of new product launches and changes in organizational strategy.- develops processes and procedures to optimize account management efforts and ensure sales goals are achieved.opportunity management- develops sales action plans for targeting leads, converting them into sales.- manages own territory by allocating time and resources.- develops and maintains mid-term territory plans.- gathers and disseminates competitor market intelligence.- maintains and updates customer target list.- participates in strategic lead generation and development of target markets.- identifies new, profitable business potential in specific markets.- monitors partnership arrangements to ensure that the objectives of the partnership remain on target.- influences various partnerships to meet multiple goals.- analyzes complex information, identifies patterns and implications; understands that the root cause of an issue may initially appear to be unrelated to the issue.product, service & industry knowledge- pitches own organization against competition in generic terms.- identifies related industries that may have an impact on own industry- matches product knowledge to the implicit needs of the customer.- troubleshoots product related problems.negotiating- reaches mutually acceptable solutions in straightforward, formal negotiations with internal or external stakeholders (e.g., negotiates with external contractors on straightforward service delivery; negotiates with other departments on cost sharing).- selects an approach to negotiation based on an understanding of each party's interests and priorities.customer value management- develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and consumer insights to drive increased consumer preference and customer activity.- works with sales strategy and planning partners to ensure forecast accuracy, maximization of opportunities and development of plans to deliver against organization's objectives.- identifies business opportunities based on knowledge of clients, markets, products and services