Technical Account Manager -AOE

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KEY EXPECTED RESULTS/ACTIVITIES

Strengthening relationship with the customer in coherence with Strategic Orientations & the Business Model as a member of the CBT for his account

• Maintains network inside OEM technical department and beyond (Program Management, Product Planning, decision makers within the OEM)
• Understands OEM technical philosophy and OEM needs to pursue the OEM business model, translates & communicates to LB AOE and DORD teams
• Collaborates within the CBT with GAM-T, KAM-T of other zones and OE Leader
• Proposes appropriate LB AOE actions to bring & sell value to the OEM
• Promotes Michelin offer within the technical community at his OEM
• Works in close cooperation with IDD to target & manage the deployment of innovations
• Responsible to capture Customer GlobalRequirements and Customer Specific Requirements from the OEM and communicate the requirements internally to ensure appropriate treatment
• Manage Customer visits, trainings and Tech days

 Ensure global coordination of development activities for his OEM

• Influence the OEM tire specifications in order to maximize the probability of success of our offer
• Identifies opportunities to demonstrate technical leadership for his OEM
• Identifies tire performances that will be key for upcoming platforms and our Business Model & promotesthem inside LB AOE

Value creation through winning RFQ and identifying opportunistic business

• Supports the Business Acquisition workflow for RFQs and ensures that technical aspects are being taken into consideration during Scenario Construction
• the technical analysis of OEM tire specification for RFQs
• Develops / understands how competitors are positioned in order to target high value opportunities
• Ensures the comprehension of OEM expectations by DORD
• Coordinates the global construction of appropriate Feasibility Studies for the RFQ
• Supports the Macro Feasibility process
• Supports the Win/Loss Analysis at the end of the Business Acquisition process
• Identifies opportunities to sell tires with low or no RDI investment based on received OEM demand
• Explores opportunities to sell tires with low or no RDI investments for known, but not expressed OEM demand. Influences his network within OEM technical community to promote such business opportunities.
• Identify and explore opportunities to sell connected and service offers

Ensures on time homologation ( HT) and start of serial production (LIVM) of production tires for his OEM

• Manages his portfolio of active Tire Developments , monitors the progress and ensures that corrective actions are being taken in time to secure the success of the homologation
• Escalates Tire Developments that risk not to meet the targeted planning thru Program Management meetings
• Actively searches for development process with his OEM
• Initiates, promotes simulation activities

Leading Pre-Sales activities for the platforms in his portfolio

• Initiates Pre-Sales for key vehicles and leads the process

• Actively sells Michelin solutions for future platforms (Avance de phase, Co-Development, demonstrator)
• Identifies & addresses inside LB AOE technical challenges and performance gapsfor our targeted business on future platforms

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