Key Account Manager (No. JLLD170216)
PURPOSE
- Senior management of selected Electronics key account customers.
- Managing resource allocation and overall responsibility for achieving sales, profit and cost targets. Driving profitable sales growth of EBG&ESG gases, specialty gas products and services, maximizing Company Pro as the sales process foundation.
- Developing and implementing specific customer strategies and action plans aligned to BAE and LLH strategies with input from all relevant stakeholders.
- Developing and implementing customer engagement plans and direct management of customer relationships calling on support from other stakeholders as appropriate.
- Support and provide collaborations with various enabling functions in organization to chase business growth.
- Make sure all business action and strategy in align with Company Group Value, Safety and Quality related policies and in accordance with local government laws and regulations.
REPORT TO
GM, Sales
JOB LOCATION
Shanghai
PRINCIPAL RESPONSIBILITIES
- Ownership – Be the primary contact within LLH and owner of the Key Account(s)
- Manages overall business portfolio to maximize sales revenues and profitability(100%P&L)
- Establishes and builds relationships with strategic customers and prospects.
- Provide visible leadership of decision making and problem solving for key account at all time
- Strategy Development and implementation – Work with global key account manager, to develop & implement key account strategies for local and global business
- Communicate strategic objectives of the customer plans to internal stakeholders and ensure tactical alignment
- Lead or play a major role in the Commercialization Process at new and existing Major Customers
- Achieve sales budget and profit set for key account customers.
- Be responsible for Key accounts’ needs and trends, as well as market situation and competitors’ movements.
- Develop and sustain key account customers’ relationship and business, incl. key account high level management team.
- Base on different key accounts’ character, use technical or industry knowledge to jointly develop & implement feasible PSOs & solutions.
- Monitors and reports critical sales key performance indicators.
- Review proposals and contract terms for important customer accounts
- Plan and procure material for customer to ensure continuity of supply
- In conjunction with LLH Marketing & BAE, implement product and service solutions to meet key account needs
- Adhere to health and safety policy, and other requirements relating to care of gas business
EDUCATION & EXPERIENCE
- Product/ Process knowledge, selling skills and negotiations, Time and territory management, Customer Relationship Management, Financial & Forecasting, Problem solving, Written and oral communication, Presentation skills, project coordination, basic finance and accounting.
- Good coordination and senior management strategy and teamwork skill
- Good functional performance and cross-department communication ability.
- Good communication skills-can give presentation all levels including written communication in English
- 5+ years industrial experience in field sales and/or account management, chemical/other manufacturing; gas industry experience is plus.
- Bachelor’s degree required in sales, marketing, finance, or technical discipline, MBA desirable;
- Demonstrated track record of developing and executing customer/territory sales plans, deep customer insight, knowledge of competitive landscape, profitable growth, strong prospecting, negotiation & closing abilities desired