Purpose of the role
* Develop business with targeted IKA (International Key Accounts) and RKA (Regional Key Accounts) at Asia Pacific level. Close collaboration with global IKA management and country of origin commercial teams
* Upstream:
* Strategy: Ensures account plans and share of wallet growth actions are in place and deliver result for all named accounts.
* Customer relationship: Builds and maintain strong relationship at senior level with the IKA key stakeholders.
* Targets: Sets targets for respective IKA & RKA and ensures they are met. Coordinates targets with clusters and countries commercial team
* Downstream:
* Tools: Drives implementation of standardized marketing & sales processes & tools (Salesforce, account plans, executive sponsorship programs, SCO etc.) across account management community.
* Processes: Making sure the global consistency of the commercial agreements and their implementation, project execution and after sales: Build up process with local teams/partners, executing the projects to align on client requirements and ensuring proper communication channels
* Work across multiple accounts in various segments, utilising the company CRM for effective account management
* Negotiation of global commercial agreement
* Scope: End-User/OEM (ad hoc evaluation and qualification as RKA needed, on case by case basis)
Responsibilities
* Leads Key Account organizations with an emphasis on strategic decision making.
* Responsible for business strategies with a middle to longer-term focus.
* Ensures account management talent development and career plans and succession planning.
* Identifies market trends. Develops value proposition for the respective targeted market and selected IKA and RKA
* Achieve the sales targets for the related IKA and RKA
* Responsible for IKA and RKA satisfaction via NPS and drive corrective action
* Driving key pipelines, leading major IKA and RKA commercial agreement or tender
Requirements
* A Degree or higher with at least 5 years of relevant working experience in key account management and proven sales track record in the electrical/technology industry is preferred
* Minimum of 5 years' experience in working within the data centre segment
* Good project management experience
* Experienced in working with international/multicultural teams
* Able to build relationships with executive stakeholders
* Time required for international travels, 30-50%
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