Key Account Director Asia Pacific

Purpose of the role

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

Downstream:

Tools: Drives implementation of standardized marketing & sales processes & tools (Salesforce, account plans, executive sponsorship programs, SCO etc.) across account management community.

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

Time required for international travels, 30-50%

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