Key Account Manager

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This is a position with grade

13

This position reports to

Sales Manager

Your role and responsibilities

Mission Statement: Develop, implement, and manage the account(s) strategy focused on growth, profitability and customer satisfaction. Coordinate the sales activities and manage resolution of specific customer problems. Main Accountabilities: 1. Account strategies Participates in the development of sales strategies for accounts by providing the customer’s current business and long-term plans. 2. Sales targets Defines and proposes sales targets and growth margins for the account and ensures their achievement with a structured follow up process. 3. Account plan Leads the development and implementation of the account plan to include designing the executive relationship strategy and coverage plans, prioritizing the opportunities, identifying a target for each solution element. Proposes recovery plans in case of potential order shortfalls. 4. Customer relations Establishes and develops account relationships based on a defined strategy. Acts as focal point for problem resolution and monitors customer claims. Plans, facilitates and conducts customer negotiations. 5. Customer knowledge Develops, maintains and shares detailed knowledge of the customer’s business strategy, purchasing behavior, organization, decision-makers, customer business drivers, economic trends, and competition. 6. Volume and profit Sells products/solutions/services to customers, focusing on volume, mix and profitability targets for assigned Business Unit. 7. Market activity Monitors to ensures that appropriate response strategies are formulated and implemented. 8. Sales Creates added value for the customer and ABB by ensuring a coordinated sales approach (e.g. frame agreements). Communicates details in accordance with ABB supply, offering and strategy. 9. Marketing Coordinates the use of internal or external resources (e.g. technical, advertising, and marketing) in order to provide value added services to accounts.

Qualifications for the role

• Engineering degree or Electric master with strong technical content and commercial knowledge
• At least 5 years of channel management experience or comparable activity
• Understanding how the assigned customer base applies products, systems and services to generate business value
• Understanding customer ecosystem and key stakeholder groups in the assigned market
• Business development experience and proven ability developing reliable sales forecasts
• Proven ability to develop high performing teams
• Excellent leadership experiences

More about us

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