Key Account Manager

Job Purpose

• As a KAM for Chinese clients contributes strategy execution plan and takes a lead in defining and owning, the Chinese customer-based strategy for the region.
• Clearly define the profitable offer to Chinese contract chains in Infra / Energy segment in terms of proposal with right product, service and value proposition maximizing revenue and profitability for the product portfolio.
• Engages with the Chinese stakeholders in the entire value chain and maintains professional relationships with the Chinese Infra / Energy segment stakeholders
• Creates and develops sales opportunities through key account management process
• Coordinates the activities with cross regional KAM activities targeting major projects in Infra / Energy
• Manages the use of CRM to ensure full visibility on selected projects/ opportunities

Key Accountabilities

Project / Market Analysis / Strategy set up.
o Delivers accurate market + project reviews & analysis to define target projects + customers with strategic approach.

Development Specification position
o Actively participates in the development of specifications position together with SME.
o Make sure to fill the gaps of spec position – vendor list / less competitive system / approval.

Project Management & Key Account Management by CRM
o Manage the key Chinese projects data base (create & update) for 2 key segments with using CRM platform with providing colleagues about visibility for specification position, business sales opportunities
o Build up close relationship with key Chinese stakeholders in the segments thru CRM KAM process
o Provide value proposition offer to the clients to seek for win-win
o Effectively chase up the correct decision makers in various stage and build up relationship with many different level of key customers (proposal, engineers, PM, procurement, etc.)

Contribute to Sales revenue
o Identifies significant business opportunities and actively involved in decision process until receiving PO.

Experience

• Bachelor’s Degree / Graduation in chemical engineering or equivalent industry knowledge and experience - 5 years
• Effective ability to understand customer processes and markets, identify potential opportunities, create value propositions support where necessary.
• Proven ability to influence key decision makers
• Understand our key ranges as well as knowledge of competitors.
• Ability for analyzing market, statics as well as excellent documentation (excel, word and PPT)
• Fluently using Microsoft program (Excel / Word / Power point)
• Chinese National preferred, or Mandarin speaker
• English Speaking & Writing