Job Responsibilities:
Build and implement an account action plan in order to satisfy customer' needs. Transform this strategy in a comprehensive value proposal for the customer, aligned with the company' Strategy direction as well as with the country commercial policy.
Build and manage a national account sales team to successfully drive the growth in home country (China).
Share & communicate with IAC (International Account Correspondent in foreign countries) and SGBD Country Mgr the account plan strategy and local action plan.
Grow the business through active management of all investment opportunities and projects worldwide (Capex), and proactively develop the business related to installed base (Opex:Services, Retrofit, MRO,...).
Construct, deploy and animate global agreements utilizing MCCA (Multi Country Commercial Agreements) process.
Develop & animate an international network in all the countries where his GSA is doing business with the company. Animate and keep close communication with IAC, SGBD country Mgr, IPM & CD, updating the best possible vision of the account. Utilize efficiently the Executive Sponsorship Program (ESP) as a key tool for internal and external networking.
Create customer intimacy by building a network at all levels inside the customer' global organization and customer' supply chain.
Establish annual revenue targets for his account by country. Lead the National Account Managers & IACs in developing accurate forecasts by country.
Responsible of the consistency of his GSA global figures. This includes both revenue and Globe budget figures. Report world wide development quarterly through activity report including sales, costs, ESP. Supervise the IAC reporting (actual & forecast).
Provide an annual planning document that includes a development plan for the next three years.Provide quarterly activity report to CD, updated list of projects and investment possibility as well as installed base. Maintain a list of active key customer contacts.
Requirements:
Education preferred: Electrical / Automation, or other engineering degree. MBA or any Business school is a plus.
Some years of experience in the Water Treatment field and a minimum of 5 years in sales and/or customer operations with major projects experience, preferably within an international environment
Fluent in English (spoken and written). Mandatory.
Very good understanding of the client' problems & technology, industry-specific knowledge is a must.
Good knowledge of electrical distribution, automation products & solutions and services.
Good analytical and technical skills.
Strong communication and interpersonal skills, as well as negotiation and influencing skills in a multicultural & matrix environment
Autonomous, entrepreneurial & team spirit-oriented.
Extensive travelling capacity.
Key competencies.
Define & implement an account plan in order to increase the company' market share within the account (locally and globally).
Create a customer intimacy at each decisional level in order to influence customer' decision process.
Sell solutions (versus product approach only) in order to comply to customer needs.
Animate & coordinate the company's correspondent network (national & international) in order to optimize the sales chances.
Negotiate multi-country commercial agreements in order to maximize the profit.
Examples of Key Performance Indicators to be developed.
Local & Global Sales.
Growth of activities/new businesses/geographical area.
Growth of market share.
Customer satisfaction improvement.
Executive Sponsor Plan development.
Globe and travel budget management.
Relationship management measurement (knowledge of customer and network built inside customer organization).
简历投递：hr@lietoucn.cn
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