大客户经理工作职责最新版.doc

.大客户经理工作职责Key Account Manager job description 为更好规范大客户经理工作流程，提高工作效率。明确大客户经理以下职责To standardize the responsibility of Key Account Manager, improve work efficiency. Here we have Key Account Manager job description as bellow: 一、 负责推动完成所管辖范围区域的销售目标（参考3年销售计划）To achieve the sales target of corresponding sales area (Reference to 3-years sales plan) 二、 客户资料准备、档案建立Client data base set up.1、 客户从事什么行业及行业动态调查Classification of industry and marketing survey.2、 客户对产品品质要求Clear and define the quality standard from Client.3、 客户对橡胶部件的年采购量Annual quantity 4、 客户信用调查（涉及到付款及时性）Credit research. 5、 客户价格要求及支付货款周期Price requirement and purchase -to-pay cycle三、 拜访客户计划Sales Call Plan1、 每月提交客户拜访计划表,并注明项目机遇。Submit Monthly Sales Call Report marked with success probability.2、 根据客户拜访计划表，结合客户档案，有效开展业务工作。To work according to Sales Call Report。3、 编制to do list,每周必须更新Working out a To Do List report and update it weekly.4、 及时与公司沟通拜访客户情况Timely communication with Company about Sales Call feedback.四、 产品报价及跟进Product quotation and follow-up1、 拿到客户报价机会的同时，收集好报价产品的图纸、用量、技术要求、相关用途，有必要可以用收集到产品样品。Collecting drawing, quantity, tech specifications, product usage, better having sample.2、 及时客户、公司沟通报价周期。Timely communication with Client and Company.3、 报价完成后，及时跟踪客户对公司的报价情况。Follow up the feedback from Client and communicate with company timely.4、 公司报价与客户目标价格相差较大时，需要及时与公司沟通，共同分析原因并负责与客户解释工作。When there is a big difference between the client expected price and quotation, need to communicate with company timely, analyze the reason together and explain to Client.5、 负责承诺客户事宜的有效跟踪及后续处理工作。Follow up client requirements.五、 产品开发New product development1、 产品开发前期，负责收集客户对产品开发各个阶段的时间（如OTS样品时间、PPAP样品时间、SOP时间）At the beginning of new product developing, getting the timing schedule requirements form client(OTS sample, PPAP sample, SOP)2、 产品开发过程中，负责跟进产品在各阶段客户信息，为量产做好准备。In the middle of new product developing, follow up the requirements from client timely, to prepare the volume production well. 3、 量产过程中，每月需要关注客户订单状况。In the volume production period, follow up the orders from client monthly.六、 售后After sales1、 与客户核对送货数量并跟踪产品开票挂账情况，保证货款挂账及时。Checking the accuracy of the quantity and follow up the payment.2、 与客户及时沟通，保证货款及时回收。Timely communication wit