I. Core Responsibilities

- 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.
- 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.
- 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
- 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.
- 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.
- 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
- 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.
- Competitor Tracking
- Track major competitors' pricing, promotions, product launches, customer reviews and market-share trends.
- 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
- Territory Operations
- Operate only within the company-authorized branch territory; obtain prior approval from the European Region before developing customers across regions.
- 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 / Spe (Comunidad de Madrid)
🏢 Foton Motor
📍 Comunidad de Madrid