About this Position
Responsibility to manage and develop assigned Power Segment Key accounts in Vietnam and achieve near, mid-term financial and strategic targets and long term financial and strategic ambition.
What you´ll do
- Defines and executes regional / local account strategy, including annual revenue plan (KP), target plan (TP) and long-term ambition plan (EP).
- Identifies business opportunities, steers business development budgets for agreed accounts and defined objectives, priorities and focuses.
- Translates customer’s strategy and priorities into a joint innovation roadmap.
- Drives and rolls-out customer approvals and pushes upstream solution selling and spec in.
- Develops and maintains sustainable and long-term relationships with key customer accounts, key executives and sponsors at account and at HQ sites with and/or through fellow KAM colleagues at customer HQ location.
- Defines account-specific pricing, negotiating contracts, ensures fulfillment of commitments and implementation of commercial policy.
- Collaboration, coordination with key account owners and/or site owners to identify, develop, manage opportunities, and projects across all sites, depending on the key account ownership.
- Internal stakeholders mgmt. such as /including monthly KA reviews with account site owners (for identified focused KA owned), monthly business reviews with key channel partners in APAC, quarterly mgmt. reviews with key channel partners and internal mgmt. reviews on KA plan and development, especially for KA owned out of SEA/Vietnam.
- Baseline business management, new business development for both maintenance and growth in key and channel accounts of responsibility.
- Develops and maintains strong executive and cross-functional relationships at relevant key account (owned) HQ and key locations.
- Steers and supports internal resources to execute account strategy.
- Delivers account targets KP/TP OSG and PC.
- Analyzes financial KPIs and proactively steers key account business.
- Responsible for timely and accurate admin. tasks supporting account strategy incl. sales forecast management, updates, monthly reports, ACE pipelines management etc.
- Drive profitable sales growth through
sustainable sales excellence activities and practices that create value in
the key accounts of your responsibility.
- Develop business and improve sales, share of wallet at key account of
responsibility and relevant project pipelines.
- Work closely with colleagues in the region and regions and across the
Power Market Segment to scale, replicate successes and development.
- Work closely with market segment application engineers in the
country(ies) to develop, support, manage assigned key accounts.
