I. Core Responsibilities 1. Target Execution
• Take ownership of the sales and collection targets assigned by the Overseas Business Unit, and break them down into annual/quarterly/monthly/weekly goals to develop a territory key-account development and visit plan.
• Focus on fleet-level and tender-level customers in the Spanish market (logistics & transport, fleet operation, municipal and public services, rental, dealer groups, and public procurement), and allocate targets to a concrete customer list.
• Strictly adhere to the company's unified pricing system — no unauthorised price changes, no cross-territory selling, no selling competing products. 2. Key-Account Development
• Develop potential key accounts within the authorised territory through industry exhibitions, industry associations, channel partnerships, referrals, public-tender responses and on-site visits.
• Build a key-account lead database, follow up by value tier (Strategic/A/B/C), and convert prospects into long-term repeat-order customers.
• Meet effective visit and outreach standards (≥10 effective visits per month) and review priority accounts on a regular basis. 3. Product Promotion and Closing
• Present FOTON's full commercial-vehicle line-up covering product functions, technical specifications, applications, TCO advantages, pricing, financing solutions, after-sales and compliance policies.
• Conduct solution-based selling for key accounts: need assessment, customised configuration, TCO modelling, volume quotations, commercial negotiation, tender response, contract signing and collection.
• Follow the standard process — identity disclosure → product introduction → quotation → negotiation → contract → invoicing → after-sales commitment — to drive first orders and repeat business. II. Customer Relationship and Service 1. Existing-Account Maintenance




• Build dual-channel relationships (executive and procurement) with existing key accounts, conduct regular visits, and mine needs such as fleet expansion, renewal, parts and financing renewals to drive repeat purchases, up-selling and long-term framework agreements.
• Track contract expiry, warranty and maintenance milestones, and proactively engage in renewals and up-selling. 2. Complaints and After-Sales
• Respond quickly to quality, delivery, parts and service complaints; coordinate the territory service network and overseas delivery/after-sales teams, and escalate major issues per company policy.
• Handle returns, claims and repairs strictly in line with company rules to protect the customer experience and reduce churn. 3. Satisfaction and Loyalty
• Establish a satisfaction tracking mechanism, review complaint and satisfaction data, and improve repeat-purchase and retention rates while pursuing annual/multi-year strategic partnerships. III. Market Intelligence and Competitor Feedback 1. Market Intelligence Collection
• Collect data on the Spanish commercial-vehicle market: size, demand structure, policy and regulation (emissions/subsidies/financing), channels, pricing and promotional dynamics.
• Monitor the impact of EU and Spanish market-access, certification, tax and new-energy subsidy policies on sales. 2. Competitor Tracking
• Track major competitors' pricing, promotions, product launches, customer reviews and market-share trends. 3. Regular Reporting
• Report customer feedback, product issues, market opportunities,



competitor moves and risks on a weekly/monthly basis to provide frontline input for territory strategy. IV. Compliance and Brand Conduct 1. Territory Operations
• Operate only within the company-authorized branch territory; obtain prior approval from the European Region before developing customers across regions. 2. Code of Conduct
• Follow territory team management and comply with attendance, reporting, training, meeting and business-travel rules.
• Uphold the FOTON brand image; comply with export-compliance, anti-bribery, integrity and local-law requirements, and observe proper international business etiquette. V. Daily Execution and Collaboration
• Complete visit records, customer files, daily/weekly sales reports, performance and collection ledgers, and tender records in a timely, accurate and traceable manner.
• Attend product, sales, compliance, tendering and cross-cultural communication training to continuously improve professional capability.
• Support territory promotions, exhibitions, product tastings/roadshows, community activities and major customer events.
• Collaborate with the overseas delivery, after-sales, finance and marketing teams to ensure order delivery, collection and a closed customer-service loop. VI. Requirements
• Bachelor's degree or above; key-account sales experience in the commercial vehicle / heavy truck / logistics equipment / bus industry is preferred.
• English as the working language, fluent Spanish, identification with Chinese corporate culture, and strong cross-cultural communication skills.
• Familiarity with the Spanish and EU commercial-vehicle market, channels and industry policies.
• Capability in tendering, volume-contract negotiation and TCO proposals.
• A valid EU driving licence and the ability to travel.

📌 Key Account Manager (España)
🏢 Foton Motor
📍 España