B2B TEST

NIKHIL BHASKAR
20330
M3

Q.1 Create job description for GKAM who was hired by Phoenix in 2018 for Indian subsidiary

A.1 Duties will include but are not limited to:

 Strategic global key account development and management

 Home/Field Base, Depends on the location and project
 Developing trust relationships with a portfolio of major clients to ensure they do not turn
to competition
 Serve as the link of communication between already existed and potential clients and
internal teams
 Resolve any issues and problems faced by Clients and IOR and deal with complaints to
maintain trust
 Play an integral part in generating new sales that will turn into long-lasting relationships
 Play an integral part working with IORs of different nations.

Main Responsibilities:

 The Global key account Manager (GKAM) will be responsible for global EBIT, revenue
& order income for the select group of existing or targeted global accounts.
 The GKAM will work closely with MD’s and Key Account Managers (KAM’s) to secure
global account budgets.
 The GKAM will be responsible for strategic account development activities with frequent
business review meetings with clients, PHOENIX Group MD’s & KAMs.

 The GKAM, where necessary, will have responsibility for the identification of customer
requirements, quotation management, and closure of qualified opportunities.
  The GAM will be required to report within & work closely with the existing global
PHOENIX CRM tools.

 The position will involve extensive global travel to PHOENIX office locations and
customer sites in pursuance of the above goals

Requirements:

 Degree, or equivalent, or significant experience in a related Metal industry sector

 Proven experience as Global key account manager
 Strong communication and interpersonal skills with aptitude in building relationships
with professionals of all organizational levels
 Current full clean driving licence and a willingness to travel frequently.
 Ability in problem-solving and negotiation
 Fluency in English essential, fluency in a second language a benefit.

Q.2 How have the actions and influence of the GKAM changed as the IOR between Phoenix and
their key customer has evolved? In other words what would be the key shift in role of GKAM
once the relationship between IOR and Phoenix starts evolving?

A.2 According to the Global key account manager of Phoenix, the IOR has evolved through
personal meetings and working together, resulting in several successful projects being
implemented. Since the culture here in India is different compared to the culture of western
countries, Here deals are done from person to person rather than company to company, and to do
so the GKAM has to give a personal touch to gain trust and once the relationship between IOR
and Phoenix starts to evolve the major key shifts in the role of GKAM should be:

 GKAM should now be more focused on how to strengthen the relationship created
 Start gaining knowledge of Decision makers and their behaviors
 Start negotiating with them to get more sales for the Company
 Start making progress in big deals and take help *if required
 Try to get insights of their mind to help Phoenix in the complicated Legal Text.
Q.3 How might the GKAM’s role differ (assuming he is transferred to Europe) and Phoenix
decides to target organizations in a different geographical market, such as Germany?

A.3 The Role of GKAM will differ assuming he is transferred to Europe and Phoenix decides to
target organizations in a different geographical market, such as Germany. Since Indian market
required a lot of personal touch and personal connection played an important role in taking
decisions, as things here are discussed person to person rather than company to company.
however, the things are different in the western countries as they focus more on the official
communication and they prefer it to be direct from company to their company so in order to
create an IOR, there the GKAM’s role might go through following changes:

 GKAM now needs to focus on gaining trust of an entire company now, rather than
gaining trust of a single individual.
 GKAM needs to follow and respect the rules and regulations of both Europe and
Germany in order to adhere to their protocols
 German as an additional language will be beneficial
 Need to Gain the local knowledge of both Europe and Germany
 Business communications are very formal, Germans tend to be direct, almost to the point
of bluntness so the legal work should be perfect