长沙招聘

Job description – Key Account Sales

Overall Purpose of Job:

The Key Account Sales role adds value to Schneider Electric and to customers by delivering a well-managed business of customer accounts with added value that meets or exceeds revenue targets. The success of this business is measured by not only revenue growth for Schneider Electric but also a strategic relationship with targeted key accounts for a long term cooperation that obtains long term business growth and innovative way to grow for future opportunities, as well as predictable yearly business forecasts, and by overall customer satisfaction.

Responsibilities:

- Observe the current business situation and protect the current business, leverage and coordinate internal and partner resources to solve the key issues to make customer satisfaction maintained and improved. Make the organic growth for the current business per the market trends.

- Identify the new business growth opportunities and collect all accessible opportunities; move and manage conversion pipeline with dynamic updates in business management platform; keep accuracy rate for each pipeline step moves, and obtain achievement rate for targeted pipelines. Keep improving the order performance; maximize the business from opportunities to orders.

- Be aware of and understand the customer company business division and hierarchy, be very familiar customer company organization chart, and know the C-level and decision making chain in the business related. Set up personal profile for each of C-level and decision makers related to the business. Set strong relationship with all high level and decision makers in different functions, meanwhile a fundamentally good relationship with overall levels in the customer company.

- Make rolling account plan including company profile, opportunities moves, relationship building, key issue solving and action plans.

- Lead the communication and cooperation between customers and company to set up efficient way to work between multi-functional contacts in both, for example, organize and lead technical communications between design departments, get both legal team involved into agreement signing; or both finance team handle AR issues.

Requirement:

Business Experience – at least 5 years prove experience in the work of sales or account manager in industry OEM business especially in machinery automation control. Extensive experience working in large scope fields of account business – technical consulting, solution proposing, pricing, commercial operations, partner support, logistic and service etc.; Strong ability to analyze the business with different views like offer, segment and application and geography. Ability to set strategy and objective to develop business within customer, have the action plan to execute within defined timetable, and able to manage the plan completed and manage him/herself to be efficiently working.

Selling skill – ability to influence customer; convincible to demonstrate the product and solution to let customer understand you easily; know how to present value proposition. Be sensitive to feel the number, business opportunity, personnel differentiation, etc.

Technical /application Skills - an understanding of automation technologies and targeted customer segment knowhow would be a distinct advantage. An overall passion for sales within a technology environment and for the business value it drives.

Personal Attributes - highly motivated account manager with a mature and positive attitude and a passion for working with customers and partners on driving the Schneider solution and technologies and services to meet customers’ business challenges and opportunities. And the ownership to manager all customer’s requests and needs to be realized is necessary as an account manager.

Qualification:

Qualifications - Degree qualified (bachelor’s degree typically required, majored in automation control engineering, mechanical engineering), with 5 to 7 years of proven machine automation technical and sales experiences. Additional sales or marketing qualifications centered on driving business value through the use of technology in multiple industry OEM segments would be beneficial. 3+ years of account sales and management coverage experience with segment top 3 or benchmark, excellent sales achievement in past working years in OEM business.

English is preferred

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