Key Account Manager

Job family - Job cluster - Job role - Band level

Job family: Commercial
Job cluster: External Sales, Building Service
Job role: Senior Sales Engineer, CBS
Band level: 08

Purpose of job
  • In order to strengthen on KA customer focus in CC region, and make sure of the best service to retain the KA customers and sustainable growth and new KA development;
  • Lead and Transfer the Value communication between GF and KA, Team work with Regional sales and support department to promote KA business.
Key Activities

Overall responsibility

Responsible for the sales turnover of all the targeted KA customers;

Make sure sustainable growth and contribution from defined targeted KA customers;

Responsible for KA customer group development and long-term relationship management.

Coordinate to develop Key Sector &Application development

Pipelines and Opportunities managements, team work with regional sales to achieve the yearly sales target from targeted KAs.

Good communication and team coordination.

Client Relationship Development & Maintenance

Create and maintain good relationship with defined targeted KA customers. Try to coordinate and to provide best service to the customers in different respects, such as enquiry response time, lead time, after sales service, etc.

Sales Activities

According to sales target, work out the sales plan and sales target and activities related to KA sales and Regional sales. After review and approval by the management, carry out the activities according to the activity plan.

External Relations

Maintain good relationship with the KA customers, consulting &Management firms, professional associations and authorities.

Critical knowledge and experience

 

  1. First of all, Master the HVAC, WW, WS, FF pumps application skills, and can present Grundfos and related solution to customer professionally. (20%)
  2. Master the current regional KA status, and select 5-8 targeted KA, set up each KA Archives (Background, segment, cooperation history, contact, O&C, Decision process, Potential Biz size, selling model, etc.), work out each KA account plan in CRM (20%)
  3. Set up the short-term & long-term sales target for each targeted KA and achieve the CC regional yearly sales target. In the probation period, achieve 1-2 framework/agreement, or achieve 3-5M CNY sales revenue from exist KA (Double counting with regional sales) (30%)
  4. Master the internal operation process, set up connection with all internal functional team, like as BO, FO, MO, Service, legal, Finance, factories, etc. (20%)
  5. Working attitude: Good working attitude, initiative, teamwork spirit, efficient time management, etc. to meet the needs of KA and sales team cooperation (10%)
  6. Bachelor’s degree holder in general machinery & electrical or commercial background, etc.
Collaboration partners

- BD Segments
 

Preferred education
Master’s Degree or equivalent work experience
Grundfos Key Behaviors
B_Grundfos behavior - Accountability
B_Grundfos behavior - Collaboration
B_Grundfos behavior - Customer Centricity
Competencies
C_Adapting and Responding to change
C_Coping with Pressures and Setbacks
C_Persuading and Influencing
C_Presenting and Communicating Information
C_Relating and Networking
C_Working with People
Skills
S_English Proficiency
S_Managing stakeholders
S_Applying Grundfos Sales excellence practices
S_Business Tools Utilization
S_Dealing with Projects
S_Applying Product and Application knowledge
S_Building customer loyalty
S_Accomodating to changing market conditions
S_Optimizing CBS product and application performance

Notice for candidates from Russia and Central Asia

If you are a candidate from any of the below mentioned countries wishing to explore employment opportunities with Grundfos, we would like to firstly thank you for your interest, and urge you to visit the job page of your country to apply for specific positions that interest you, rather than create a talent profile in
our system. This is suggested to ensure full compliance with the data privacy
requirements of your country.

Russia, Belarus, Kazakhstan, Uzbekistan, Turkmenistan, Tajikistan, Afghanistan, Kyrgyzstan

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