Key Account Manager

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Are you excited by the challenge of shaping long‑term commercial partnerships and turning technical product performance into real business value? Do you enjoy owning a customer relationship end‑to-end, influencing decisions, and driving growth across a dynamic B2B environment?

Then a career in Sales at Michelin is the right fit for you.
Joining us as a Key Account Manager means stepping into a critical role where you will develop, negotiate, and execute commercial plans with our network of official distributors, large fleets, and strategic accounts.

You will learn to translate Michelin’s world-class product and mobility solutions into compelling business proposals while building trust-based, long-term relationships.

OUR TEAM:

You will typically report to the Sales Manager or Commercial Director, working closely with a cross-functional team including Marketing, Technical, Supply Chain, Operations, and Finance. Michelin’s collaborative culture ensures you are fully supported in delivering value to customers and to the market.
 

HOW SUCCESS LOOKS LIKE:
As a Key Account Manager, you will own a portfolio of distributors or large key accounts and act as their strategic partner.
You succeed when:

• Your customers grow profitably — through improved sell-in / sell-out, optimized mix, and stronger operational performance.

• You convert Michelin’s technical advantages into clear commercial benefits.

• You build strong, trust-driven relationships with decision-makers (Owner, GM, Procurement, Operations, Fleet Managers).

• You consistently deliver on volume, market share, and in‑store / in‑fleet execution.

• You operate as the voice of the customer within Michelin, ensuring we respond quickly and accurately to market needs.

• You show leadership, resilience, and ownership in a complex, fast-moving B2B environment.

MISSION:

1. Account & Territory Management

• Manage a defined geographical area or key account portfolio, including official distributors, large fleets, commercial dealers, and strategic partners.
• Build long-term relationships with key stakeholders and decision makers.
• Ensure Michelin products achieve strong availability, visibility, and rotation across your accounts.

2. Business Development & Negotiation

• Understand customer P&L drivers and develop tailored commercial plans (pricing, mix, programs, investments).
• Present business proposals using data, insights, and technical understanding.
• Lead annual business planning, quarterly reviews, and performance tracking.

3. Technical-to-Commercial Translation

• Convert Michelin’s technical superiority (safety, longevity, fuel efficiency, uptime, TCO) into clear financial benefits for customers.
• Work with Technical and Marketing teams to support product trials, fleet demos, and post-trial ROI reporting.

4. Forecasting & Operational Excellence

• Prepare accurate demand forecasts and volume plans.
• Ensure smooth alignment with Supply Chain for product availability.
• Monitor competitor activity and provide timely insights to internal teams.

5. Execution & Problem Solving

• Drive store-level and fleet-level execution: merchandising, sell-out programs, service standards.
• Resolve customer issues quickly, coordinating across internal functions.
• Ensure compliance with Michelin commercial policies.

WHO WE ARE LOOKING FOR: 

Required: 

• Obtained a degree in any field
• Strong communication and presentation skills in English.
• Proven leadership experience — whether in school organizations, internships, or previous roles.
• Strong analytical thinking and organizational ability.
• Ability to collaborate in a multinational, multicultural environment.
• High learning agility — willingness to master both technical product knowledge and commercial skills.

Preferred:  

• 2–3 years of sales or account management experience in B2B or FMCG
• Experience working with distributors, dealers, fleets, or industrial accounts is a strong asset.
• Demonstrated experience in consultative selling, negotiation, or project leadership.

WHO THRIVES IN THIS ROLE:

• People who enjoy building relationships and influencing decision-makers.
• People who can combine commercial thinking with technical curiosity.
• Driven individuals who want to grow rapidly into larger roles within Michelin.