湖州招聘

职位描述：

PRIMARY FUNCTION:

The Key Account Manager is a consultative sales professional responsible for driving Eaton’s overall success with a focused set of customers on a regional basis. His/her charge is to increase the net present value of Eaton’s relationship with these customers by driving near-term revenue and positioning us for larger wins in the future.

The Key Account Manager is expected to develop and sustain middle and upper level customer relationships across sales, marketing, engineering and purchasing executives. Achieve a position as a broad-based trusted “power advisor” and champion growth opportunities for all Eaton businesses. The KAM must have expert knowledge of the industry, technology, opportunities, problems, business drivers and competitors for each assigned customer. He/she is responsible for carrying Eaton’s complete message and for establishing Eaton as the premiere resource at the customer. He/she is expected to represent all of Eaton’s products and services and to position us in an advantaged position for opportunities, lifecycle services, capital projects and MRO purchases.

The Key Account Manager sets the strategy for how we will grow our business with the assigned accounts in the region, and how he/she leverages internal resources within the business to pursue and capture qualified opportunities.

ESSENTIAL FUNCTIONS:

• Develop and maintain account profile and sales plan for each target account across Eaton specifying total opportunity at the account, areas where we have the greatest likelihood of success, key decision makers, competitors, likely buying factors, recommended actions, and status of priority initiatives.

• Establish relationships with middle and upper level executives and central decision makers within each account. Achieve a position as a broad-based trusted “power advisor” to key decision makers within the account and champion growth opportunities for all Eaton businesses.

• Partner with sales and divisional resources to pursue key decision makers and qualified opportunities in the target accounts.

• Introduce Eaton’s full set of capabilities to the account and continually refresh the customers’ understanding of what we can do to help their business. This activity requires the Key Account Manager to be expert at conducting business level needs analysis and fully understanding the business drivers of each decision maker. The KAM has to be comfortable personally presenting our current and potential future value propositions to senior management and packaging/positioning what we have to offer in a way that will be perceived as differentiated. The KAM has to be capable of arming other members of the account team with the tools they need to carry the message to regional/secondary decision makers.

• Engage the customer in new product/service development initiatives. The KAM needs to take the lead in developing and testing life cycle annuity offers that fit the customer’s unique needs.

• Conduct annual relationship reviews with target customers, demonstrating how we have added value to their operations and how we plan to expand our value added in the future.

• Provide leadership to coordinate, drive and track all internal Eaton efforts including actions, quotation activities, and provide monthly status reporting to senior business executives.

• Lead Eaton’s overall growth in the targeted region/accounts. The Key Account Manager should be a source of insight into industry trends, customer needs, and competitor behavior in the region. He/she should support other Key Account Managers who are in similar assignments and should be able to provide source material for value proposition case studies.

Basic Qualifications

BS degree in related field (ideally Electrical Engineering/Mechanical Engineering)

Commercial/Financial Savvy (ideally with an MBA or some finance coursework)

Understanding of our complete range of products and services

10 years of related experience in sales and business development

Demonstrated ability to relate to senior executives

Demonstrated ability to inspire and coordinate others. Must be excellent team leaders.

Initiative and self-management skills

Value selling training

Presentation skills

The English speaking would be plus, but not required. The writing English is a must.

Eaton is a power management company with 2015 sales of $20.9 billion. Eaton provides energy-efficient solutions that help our customers effectively manage electrical, hydraulic and mechanical power more efficiently, safely and sustainably. Eaton has approximately 97,000 employees and sells products to customers in more than 175 countries. For more information, visit www.eaton.com. At Eaton, we see things differently. We see opportunities to innovate, go above and beyond, and we work hard because what we do reflects who we are. If you see things differently—if you’re determined, motivated and focused on improving the world around you—then it’s time to see where a career at Eaton can take you. For more information, visit www.eaton.com/careers. Eaton is an Equal Opportunity and Affirmative Action Employer. Eaton is committed to ensuring equal employment opportunities for all job applicants and employees. Employment decisions are based upon job-related reasons regardless of an applicant's race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, marital status, genetic information, protected veteran status, or any other status protected by law.
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关于伊顿 (EATON)
伊顿公司致力于通过运用动力管理技术和服务来改善人类生活品质并提升环境质量。我们提供各种可持续的解决方案，帮助客户更安全、更高效、更可靠地有效管理电力、流体动力和机械动力。2019 年，伊顿公司实现销售额达 214 亿美元，全球汇聚了约 9.5 万名员工，产品覆盖超过 175 个国家。

伊顿公司深耕中国市场二十余年，于 1993 年进入中国市场，此后迅速发展其中国业务。2004年，公司亚太区总部从香港搬至上海。大中华区约有近9800名员工，29家生产制造基地和5家研发中心。如今，伊顿公司旗下绝大多数产品已实现中国制造。

如需更多信息，敬请访问伊顿公司官方中文网站：****************
关注伊顿公司的官方微信公众号：Eaton_China

About Eaton

Eaton’s mission is to improve the quality of life and the environment through the use of power management technologies and services. We provide sustainable solutions that help our customers effectively manage electrical, hydraulic, and mechanical power – more safely, more efficiently, and more reliably. Eaton’s 2019 revenues were $21.4 billion, and we sell products to customers in more than 175 countries. We have approximately 95,000 employees.

Eaton began operation in China more than 20 years ago. Since entering the Chinese market in 1993, Eaton’s presence has grown significantly in the country. In 2004, Eaton moved its Asia Pacific headquarters from Hong Kong to Shanghai.

In the Greater China region, Eaton has nearly 9,800 employees, 29 manufacturing bases and 5 R&D centers. Today, we make most products for all of Eaton’s distinct business here.

For more information about the company, visit *************
For more information about Eaton China, visit: ****************
Eaton China official social media account: Eaton_China