SUMMARY OF FUNCTIONS:
The Key Account Manager will be responsible for maintaining current business and securing future business through regional customers worldwide. They will be responsible for creating differentiated, defensible, and high-value business proposals and executing the group strategies into a timely, continuous stream of revenue, and profit for the business. The Key Account Manager will need to balance short term revenue and profit requirements with building strong long-term relationships with new customer, end customers with new business opportunities.
MAJOR DUTIES AND RESPONSIBILITIES:
- Manage Key Accounts, business development and support customer service personnel (CS)
- Be the customer representative within the organization and ensure that customer requirements are addressed and that the latest revision of customer specific requirements are available and reviewed
- If assigned as part of overall marketing strategy for the Group, lead and support global vertical market sales activities
- Execute on sales goals, forecast, budget, for the specific Product line products and services worldwide
- Ensure the achievement of the regional sales goals and in the vertical market segments in which the Group is active.
- Lead improvements of key customer relationships and implement strategies for expanding the customer base
- Lead the development of the business opportunities through the Business Opportunity Assessment (BOA) process
- Lead the opportunity development and OEM negotiation of commercial contracts
- Co-operate with other functional leaders to deliver products and the application software, training and commissioning
- Manage Sales network (dealers and partners) sales goals and to ensure that they follow Group guidelines
- Identify and analyze deviations of the sales goals, propose corrective actions, ensuring communication to and implementation
- Contributes to the knowledge and use of the Customer Relationship Management (CRM). Responsible for an updated market map and opportunity funnel of the different markets and customers
- Contribute to strategic market analysis, market data capture, VOC and market segmentation, and the strategic plan development
- Support quarterly sales meeting and on specific requests attend in sales meetings of the other affiliates of the Group
- Lead or support business development in the region, identifying ways to cooperate with 3rd parties
30% travel on an annual basis
- Stop Production according to production stop process
- Sign and submit quotations based on approved BOA
- Create work products in BMS processes
- Support, inform and interface with Zapi Group sales team as needed
KNOWLEDGE, SKILLS, AND ABILITIES NECESSARY:
- General knowledge of all BMS processes
- Knowledge of all BMS processes under Market and Sell Product
- Specific knowledge and necessary skills to Manage Growth and Key Account as well as Sell Product as defined in BMS, as applicable to discipline.
- Excellent presentation and communication skills, including English
- Deep level knowledge of specific Product line products and product features
- Business acumen
- Basic project management skills
- Analytical and strategic thinking, Self-starter
- Initiative to set priorities, work plan and schedule to achieve goals
- Ability to actively engage with customers, internal team members and senior business managers and owner of the Group
- Ability to inspire and lead a direct team and to influence indirect resources
- Excellent negotiation skills, problem solving, quick and penetrating mind, learns a new environment quickly
- Ability to persevere to achieve objects through the sales and marketing process as most new ideas will not succeed.
- Strong customer focus and drive to discover and meet the needs of customers
EDUCATION and/or EXPERIENCE
- Engineering degree
- More than 5 years’ experience in Sales and Marketing required
