| 仕事内容 |
The primary purposes of this role are:
i)To support the management of (Strategic) Key Accounts in assigned industries at country level or globally, collaborating with Country Sales organizations as relevant.
ii)To take Country responsibility to enhance company position towards the industries and meet the objectives of growth and profitability with new and existing customers.
iii)To define and roll out the individual and aligned Industry Vertical Strategy within the Country.
iv)To actively participate to Country growth target settings based on Industry Vertical strategy.
v)To manage functionally the assigned Strategic Key Account team (Country KAM & Sales Support).
Key Tasks
Sales Management
・Build and maintain close and beneficial relationships with Strategic Key Accounts and Country Key accounts where applicable;
・Coordinate and steer IV sales activities with different Countries and BUs;
・Plan and manage sales pipeline of expected and upcoming tenders;
・Qualify sales pipeline regarding margin and win probability in cooperation with Tender Management, lead country and SKAM;
・Build a pro-active sales approach towards the Strategic Accounts based on the customer needs and the Unique Selling Propositions ;
・Direct and oversee global bids and proposals on his/her Lead Area Strategic Key accounts, owning final responsibility for the commercial proposition in line with Corporate policies and customer solutions of tenders and bids. Agree and align final commercial proposition with Regional Head of Industry Vertical, Regional Product, Regional Tender Management and the Countries, as required;
・Support Countries on designated Country Key Account RFQ ;
・Ensure rolling sales forecasts from IV customers and provide information at least on quarterly basis to Country Product & Procurement and Country Trade Lane Sales Management ; |
