Key Account Manager (German Speaking)

This is a remote role based anywhere within Germany. You must be a permanent resident of Germany and have the right to work there.

Fluency in English and German is required for this role.

Our Company

Autovista Group, a part of J.D. Power provides trusted pricing and specification insights for Europe’s automotive decision makers. We have a presence in over 20 countries across Europe and Australia. We focus on the provision of automotive data, insight and intelligence to the automotive sector, offering products and solutions for every stage of a vehicles lifecycle. Deploying our experts’ skills, our depth in data, analytical precision and geographical reach, we are shaping the future of global mobility together with our clients.

The Department

Autovista Group’s sales organisation exists to grow our revenue year on year by managing the current customer base effectively to drive annual price increases and create upsell opportunities and driving new business. The products and services sold must be on strategy and as communicated in the Product Directory and/or Salesforce. The majority of these deals are expected to be fixed subscriptions.

The Role

The primary objective of the KAM is to deliver sales revenue (renewals and new business), in line with, or in excess of annual targets from a range of designated enterprise-level accounts. The KAM must develop and retain strong, strategically aligned relationships with key decision-makers and influencers at our customers and prospects. They must identify and develop sales opportunities and successfully sell the Group’s on-strategy products and services mainly to existing customers but also to new prospects with the goal of increasing yield through year-on-year double-digit growth. The KAM must focus on developing subscription business, renewing subscriptions with price increases in line with the Group’s pricing strategies, and increasing existing business through upsell and cross-sell.  Renewable subscriptions are expected to make up the majority of the revenue generated by the KAM. It is also possible to generate further revenue through one-off and transaction-based sales for particular products in our portfolio. The KAM must always represent our business with integrity and professionalism, and selling approaches must conform to the “Autovista Way of Selling”. All customer and prospect activity must be recorded in our CRM (Salesforce) in accordance with our business rules.

Responsibilities

·       Developing existing customers (track usage and license needs), creating additional business opportunities, including cross-selling and up-selling.

·       Achieving or exceeding new business revenue targets by completing the full sales cycle, including prospecting, arranging and attending appointments, responding to leads, presenting relevant products and services, through to closing the sale.

·       Building strong relationships, with the focus on existing enterprise customers, following the ‘Autovista Way of Selling” approach, behaving as ambassadors for our company throughout your interactions.

·       Collaborating with colleagues across the Group to identify and develop business opportunities for international customers.

·       Monitoring and managing the opportunity pipeline in Salesforce to meet monthly and annual budget, and annual objectives contributing to forecasting and budgeting activities.

·       Reflecting business opportunities, customer organisations etc. in appropriate account plans maintained in Salesforce.

·       Ensuring all sales KPIs are achieved and record all customer and prospect activity in Salesforce, maintaining accurate and up-to-date contact details and records of correspondence and discussions, in line with the Salesforce Metrics and business rules.

·       Maintaining a comprehensive knowledge of the Features, Benefits and Advantages (FAB) of all our products and services within the Product Directory, understanding the marketplace and what differentiates our offering from our competitors’ products and services.

·       Feedback market and competitor insight to relevant colleagues, including sales team members and product management team, staying abreast of trends and news in the industry.

·       Adhering to our Code of Ethics, company policies and rules, and following the requirements of the Group Authority Framework (GAF) for all decisions and authorisations within the GAF.

·       Behaving respectfully, and always in line with our company values, towards colleagues, customers and other stakeholders.

·       Performing other ad hoc sales or reporting tasks, as needed and as directed by your manager or other Senior Management.

The Candidate

We are looking for you – a Key Account Manager with previous sales experience and proven ability to grow revenue by delivering new business and retaining and growing existing business, ideally in international organisations. Demonstrable track record of managing key national or international accounts and developing strong relationships with influencers and decision-makers at a senior/board level. Experience of selling business-to-business data, subscriptions or software solutions, either to or within the automotive or related industries and selling through virtual means (Teams and Zoom meetings, for example). Track record of consistently achieving revenue targets and sales KPIs. Talent to build relationships across multiple internal stakeholder groups and communicate effectively with both peers and management, both written and verbally. You can communicate fluently in German and English, with ability to present confidently at a senior level both in person and through virtual platforms (e.g. MS Teams, Zoom) and with strong influencing and negotiation skills and solid Microsoft Office skills (particularly MS PowerPoint and Excel); Salesforce essential in the role (training will be provided).

If this sounds like you, Apply Now!

The Benefits

We have a range of excellent group wide benefits like our fully flexible working policy, a wellbeing allowance aimed at alleviating some of the additional expenditure when working from home, reimbursements for your home workstation, a group bonus scheme, mental and physical wellbeing support including anything from eye care vouchers to online guidance on sleep, fitness, nutrition, stress awareness and more. We also want to see you develop and grow in your career and our learning and development tea, run year round courses to support this.

Autovista Group is a Fully Flexible organisation. Our goal is for our people to feel free to work where, when and how they choose, within their country of employment, to enable colleagues to balance their personal interests with their work commitments and deliverables, to support a happier and healthier way of life. Performance will be judged on output and colleagues will be trusted to manage their working time effectively to meet work deadlines and goals whilst ensuring their wellbeing is prioritised.