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Key Account Manager, Building Solutions

October 4, 2018

Our Client is a Fortune 100 US MNC, global provider of a wide variety of industrial solutions.

 

Key Responsibilities

  • Understand the customer’s industry drivers, business objectives, and organisation so that effective growth / maintain / manage strategies are developed which will underpin the value that Company brings to the customer to drive to real business outcomes.

  • Develop, own and lead the deployment of growth / maintain / manage strategies for the territory-assigned account portfolio.

  • Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation including senior C-level executives

  • Drive early engagement in the customer buying process - diagnosing customers’ needs and tailoring solutions to match while networking within the customer account and industry.

  • Champion the customer needs and requirements within the organization and work closely with the Management Team, to ensure 100 percent customer satisfaction

  • Define strategies to expand multi-site, multi-service offerings by understanding the key influencers in the customer organisation and their key pain points.

  • Achieve Sales Orders Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) while following established pricing policies.

  • Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly results and long-term customer goals.

  • Identify new sales opportunities and focus on providing consultative support by building value propositions for the customer.

  • Establish oneself as a focal point for relationship strategies, account and sales plans, proposal strategies and contract negotiations.

  • Manage all sales related activity through the accurate, timely and detailed use of the Customer Relationship Management (CRM) tools.

  • Collaborate with company's team peers to share and impart knowledge

  • Maintain a high degree of awareness of customer’s next best alternatives and communicate competitive challenges to sales management and technology teams. in a timely manner

  • Actively embrace the Business Unit's Sales Management Operating System to include one on one’s with the District Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Requirements

  • Tertiary qualified (trade or degree) in a business or engineering related discipline

  • 5 years’ sales experience selling directly within the building industry

  • Proven experience in cross selling and consultative selling with experience in collaborating across both client and own organization to drive company's approach

  • Demonstrated experience in customer engagement at senior levels and building long-term strategic and executive relationships.

  • Solid understanding of customer financials and the ability to build business case investments.

  • Strong knowledge of Building Solutions (Fire/ Security systems, BMS/ BAS, HVAC, etc.)

     

     

     

     

     

     

     

     

     

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