Key Account Manager- OEM

Key Result Areas Supporting Actions

Dealer Activation, Servicing and Retention - Approach dealers as per the dealer database shared by the OEMs, share details about services, check for dealers- choice of insurers and fix meetings for RMs and respective insurers with the dealers

- Facilitate negotiations between dealers and insurers, and ensure that RMs follow-up with both parties for closing a deal

- Share the system details and processes with the dealers

- Liaise with internal teams and dealers to enable system set-up, and act as point of contact for any queries or issue resolution around the same for the dealer

- Ensure that servicing issues of the dealers (eg. payout issues, claims issues, system issues) are resolved, and liaise with the insurer or RM or IT team, as required, for the same

- Ensure that dealers follow SOPs and provide complete and correct documents as per the agreed terms and conditions

- Ensure dealer retention by bringing value additions for dealers in collaboration with the OEM management

- Reach out to new dealers empaneled by OEMs month-on-month

- Driving New Business and Renewals

- Educate dealers on how the product is different from others in the market, and benefits for the dealer

- Organize trainings for dealers on how to pitch the products

- Ensure that SOPs are followed by the sales team throughout the process, and service level is optimal

- Build add-ons into the policy

- Follow-up with RMs for driving renewals

- Managing Multiple Stakeholders

- Build and maintain relationships with insurers, keep them updated on the number of dealers activated and the status of monthly targets, and arrange for monthly meetings where some are along with the OEM

- Liaise with insurers for timely resolution of issues escalated by dealers, and conversely (eg. dealers- adherence to 64VB)

- Liaise with RMs to ensure resolution of dealership issues that cannot be resolved remotely, and share updates as required

- Follow-up with sales team for target shortfalls, identify reason for the same and resolve

- Build and maintain relationships with OEMs, meet with key stakeholders regularly, escalate cases of dealer non-payment, and discuss dealer activation and retention strategies

MIS & Reporting - Generate a monthly report with policy details and share with the operations team

- Analyze the daily MIS on RM, dealer and region performance shared by the helpdesk team

- Share updates on developmental activities, dealer activations and growth trends on the weekly/monthly con-calls

- Make a detailed quarterly report on RM, dealer and region performance along with reasons for the same to be shared with the vertical head

System Development - Share system update requirements and functional specifications defined in collaboration with the OEMs with the IT team

- Ensure quality of the delivered system, and thorough testing before going live

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