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Key Account Associate Director

Full-time at Hertz China in Shanghai

Foreigners living in shanghai are preferred

A. Job title / Job code / Reporting to :
 Associate Director (Key Account), China, reporting directly to the Country GM,China.
B. Job purpose (mission or “raison d’être”)

The key responsibilities and accountabilities for the incumbent are to:
 All Sales & Marketing activities that pertain to the Power and Power Generation Sales Growth of RAC China.
 Develop fleet Rental Strategy & Marketing Plans for RAC China as well as assist in developing market specific sales plans.
 Develop, maintain and support a long-term strategic view of the relationship, and advocate for both the client and RAC to ensure that the priorities of both organizations are balanced in partnership.
 Work with client to set and balance priorities and communicate expectations to the team.
 Meet margin targets and expand margin targets over time.
 Direct, support and train related local Account Sales to achieve region, branch and personal objectives.
 Communicate with Sales Director & Call Center Manager to ensure customer commitments and opportunities are captured.
 Responsible for the accurate and on time delivery of client performance reports, audit reports and required
 Ensure that business continuity plans are established and documented; work with client designee to ensure that the appropriate level of information is disclosed, while considering contractual obligations and the relationship.
 Direct and participate in all customer appreciation programs.
 Meet with top customers, assisting Sales Representatives with maintaining relationships and negotiating and closing deals.
 Gain a personal relationship with the main accounts.
 Communicate with region staff to ensure fleet requirements are understood.
 Submit monthly report to Director of Sales recapping last month’s activity, sales initiatives, successes, issues, market & competitive information.
 Monitor and evaluate the activities and products of the competition.
C. Key-result areas (Major Accountabilities) (What is done and for what purpose)
 Ensure the region achieves/exceeds goals & targets.
 Develop sales plans for specific rental opportunities, markets and target accounts.
 Improve, develop and maintain relationships with key account decision makers and executive staff within the region’s responsibility.
 Continued education and familiarization of RAC products, services, policies and procedures.
D. Job Contacts (main interfaces inside and outside the company)
 External Customer
 Local and National Sales Staff
 Internal Legal Department
 Branch Operations
 Region Management
 Internal Sales & Marketing Department
 Internal Pricing & Contracts Department  Local and National Sales Staff/Mgt
 Region Management
 Nat’l Acc’t Associates

E. Job dimensions (Authority/Autonomy)

Key Performance Indicators KPI 1 KPI 2 KPI 3 KPI 4
Revenue Growth/BP Target Active Account Growth Development of Power Generation Business

F. Knowledge, skills and experience required
(Detail here the knowledge, skills and experience required for satisfactory performance of the job)
Educational Background:
Bachelor’s Degree or above in Marketing, Business or related field strongly preferred.
Professional Experience:
8 years of Sales Experience with at least 3 years in the area of fleet rental industry or automobile related industries. Experience in developing new business and growing revenues as well as the ability to build long term relationships with key accounts. Previous working experience in the MNC will be a plus.

 Knowledge of how external market conditions impact the construction industry
 Knowledge of construction fleet specifications, uses, and application
 Good Understanding of Car Rental Industry.
 Computer software tools.
 The China approach to Sales & Marketing as well as International understanding

 Successfully apply sales and customer service techniques and processes
 Effectively use oral and written communication skills
 People management
 Leadership
 Proficient in English and Mandarin Chinese

 Motivated by achieving positive sales results
 Customer-focused
 Results driven
 Organized
 Proficient in English and Mandarin Chinese

Recent jobs at Hertz China
09-Sep-2011 Management Trainee HERTZ CHINA Shanghai
03-Aug-2011 Operation Manager Hertz China Chengdu
03-Aug-2011 Branch Manager Hertz China Chengdu
03-Aug-2011 Purchasing Manager Hertz China Shanghai

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Published at 30-Aug-2011
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