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.
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
