- The main objectives of this position are leading a team to grow identified KA sales and SoW(Share of Wallet); ensure KA satisfaction and drive co-innovation towards future.
- In charge of overall CBS China KAM operation; accountable for the total CBS China KAM sales, margin and commercial efficiency;
- Develop strategic relationships and eventually partnerships with China based global contractor companies for IPO and key giant end user companies in key domestic verticals.
- Understand the market and its trends, competitors, opportunities, project key stakeholders and decision making mechanism. Differentiate company products and services and demonstrate how group proposition will provide benefits to the customers key business drivers and thereby secure, manage, deepen and widen the company/customer relationship, maximize Grundfos Share of Wallet and with the long-term focus of expanding the overall footprint/penetration and introducing innovative products, solutions and services.
- Build and deepen Senior Executive relationships with key accounts to help influence their both short-term and long-term technology and business decisions; Add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution; therefore to increase our SoW gradually.
- Collaborate with global KAM team and regional sales leaders in order to evaluate customer requirements and to support commercial offers consistent with companies/regions capabilities;
- Define and implement the holistic account management mechanism which varies according to each accounts business nature. Define jointly with the company pricing, terms & conditions, negotiations and agreements;
- Create internal and external enabler to ensure the implementation of account strategy.
- Make sure Global IPO policy is well followed by sales team and updated on time; coordinate key projects to maximize IPO topline and bottom line;
- Supervise/Co-Supervise project management for strategic turn key projects ensuring an effective order management, guaranteeing the respect of contractual conditions and the delivery of products/projects according to defined timing with client;
- Provide input to technical center on future innovation opportunities for KA-s
- Bachelor's degree or above in engineering or commercial orientation;
- Minimum 10 years' relevant industry sales experience, 5+ years corporate level key account management experience;
- Broad experience in KAM, sales, project management and new business development;
- Ability to navigate enterprise organizations' political landscape to develop and expand relationships at all levels while driving large-scale, high-visibility, strategic initiatives for customers;
- Proven consultative / solution selling /Value selling skills;
- Ability to lead and coordinate multi-disciplinary teams to pursue and capture major project opportunities, and to help educate the organization on project management disciplines;
- Ability to build and execute a holistic account plan towards specific accounts;
- Entrepreneur mind-set with good presentation skills;
- Ability to gather and use data to influence decision making and persuade others, both internally and externally;
- Adaptive, collaborative, fast and executes flawlessly;
- Enjoy planning, adjusting, executing, winning, and celebrating as a team;
- Effective oral and written communication skills including the ability to communicate in English and Mandarin both orally and in writing
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Lead Key Account Manager, CBS - Shanghai, 中国 - Grundfos
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