厦门招聘

Roles & Responsibilities:

 

1. Perform directly activity towards Strategic Accounts

?         Deliver the AOP (Annual Operating Plan) for selected Global Strategic Accounts and selected Local Strategic Accounts.

?         Directly manage assigned accounts at HQ level as account manager. Build account plan for each account and achieve AOP target by executing key actions diligently

?         Work as a key member to support defining  key accounts strategy, identifying acquisition targets and growth initiatives

?         Directly liaise with Global Account leads and SA Manager on ‘strategic- or large deals’, join regular meetings to share progress and leverage best practices/opportunities

 

2. control and manage the daily activities and performance of local KA team

?         Directly manage and drive relationship building within assigned accounts, engage key stakeholders on customer side to create demand

?         Plan and execute joint customer visits/innovation summits and other customer activities with district sales team to build concrete value and help to close deals

?         Leverage and engage cross functional team (Finance/ pre-sales/ post sales/ S&S/ CRM/ district sales team…) to meet customer needs and keep improving customer satisfaction

?         Work closely together with pre-sales team and Solution- Sales Manager/ Architect to create leads for CIS (Consulting & Integration Services) projects and secure the delivery of CIS budget

?         Monitor YTD performance vs AOP, initiate and manage the execution of mitigation plans with support of area sales team

3. Manage & coordinate the team

?         Make sure that Strategic account teams are optimized and well coordinate.

?         Lead, coach and measure key account team:

-         Monitor the activities, set objectives & measure achievement level regularly

-         Set up dedicated action plan: train the team members on their weak points, help and support them

-         Motivate his team & ensure a strong leadership to get a full commitment

Participate to recruitment selection of new team member

Key Competencies:

• Business acumen
• Ability to work independently as well as in a team environment
• Self-starter: assertively takes on challenging responsibilities and hold self ultimately accountable for results and performance
• Result oriented
• Creativity and innovation
• Adaptability and comfort with change
• Strategic thinker
• People management

Qualifications and Experience:

• Bachelor degree (major in Business, Marketing, sales, or engineering with an MBA and/or sales / business experience).
• Extensive customer exposed experience (10+ years managing National Accounts in an industrial environment, >=3 years team/people management experience) with strong focus on customer satisfaction
• Experience in creating strategic account business plans (incl. Promotional selling, NPI and P&L management)
• Experience in handling contract negotiations at high level
• Experience in establishing and maintaining relationships within multiple customer management levels with strong skills in identifying, developing and implementing marketing and sales programs required
• Presentation skills
• Problem solving

Demonstrated leadership and influence skills

马肯依玛士
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