Corporate Account Manager – Paper industry
| Chemical, water and hygiene technology | 2015-04-07 06:53:11 |
| Bangkok | ORB0305 |
Our Client is the global leader in water, hygiene and energy technologies and services that provide and protect clean water, safe food, abundant energy and healthy environments. Company delivers comprehensive programs and services to the food, energy, healthcare, industrial and hospitality markets in more than 170 countries around the world. With strong services, solutions and expertise, we see tremendous opportunity to further strengthen our relationships with the largest players in global business and help our customers meet their operational challenges anywhere in the world. Company is an Equal Opportunity Employer, relying on the diversity of our workforce to drive innovation and growth.
Position: Corporate Account Manager – Paper industry
Location: President Tower, Ploenchit, Bangkok
Industry type: Chemical
Job Type: Permanent
Salary Range: Up to Experience (Maximum 2xxK)
Report to: AVP Corporate Account (Foreigner)
Working Hour: Monday – Friday, 8.00-17.00
Responsibilities
Business Results
- Meet the established sales & profitability targets for the assigned customers
- Account & Customer Management
- Identify key decision makers in assigned customers and cultivate relationships to ensure satisfaction and confidence in ALL Company offerings. Target Customer Corporate Level (C-suite, VP Operations, Quality, Engineering, and Sustainability) and key personnel at the most important Customer plants.
- Develop a relationship strategy unique to each customer based on current and future needs that fosters a long-term, trusted relationship with Company
- Build and continuously update the Strategic Account Plan, and establish customer action plans to measure regular progress against the established action plan. Ensure alignment with Global Strategic Account Plans by liaising with respective Global Account Manager.
- Communicate the Strategic Account Plan regularly within Company to ensure all parties clearly understand the strategies necessary to meet assigned customers’ current and future needs.
- Lead and coach WPS employees in their area of responsibility, ensure constructive teamwork across borders and across hierarchical reporting lines – Virtual Team Management
- Serve as the customer’s final “service guarantee” by ensuring that outstanding issues are resolved in a timely manner and to the customer’s complete satisfaction.
- Serve as the knowledge expert with respect to understanding assigned customer businesses and collaborate with other key internal partners (Field Sales, Marketing, R,D&E, Supply Chain) to improve the overall customer experience provided by Company, including innovation.
Business and Financial Management
- Develop sales budgets for assigned customers that identify opportunities both within and outside the WPS Division.
- Develop and implement a pricing strategy in assigned customers that ensures both the WPS’s and Company’s overall revenue and profit objectives are met.
- Structure profitable deals that support both the needs of the customer and Company and that are scalable to accommodate global framework arrangements – complete the PCAF process.
- Using judgment and business know-how, negotiate deals to closure balancing aggressive sales techniques with solid financial considerations – leverages understanding of customer share growth versus profitable growth.
Merchandizing Value
- Partnering with the field and other internal partners consolidate and interpret data to quantify and monetize the value that Company delivers to customers. Effectively align the value Company provides with customer needs and drivers to establish and/or strengthen deeply-rooted customer relationships.
- Utilize various tools such as CMV, applications and reporting to produce presentations and executive summaries that demonstrate to customers, quantifiably, the value Company provides in areas such as sustainability performance, energy and resource usage and operational efficiency.
- Coordinate overall Company contact with assigned customers to ensure the appearance of Company as a seamless organization that delivers cross-divisional offerings efficiently and effectively.
- Develop and implement tools to effectively measure customer satisfaction.
- Effectively represent Company and the value we provide at industry and customer meetings.
- Conduct Annual Business Review Meetings
Account Prospecting & Enterprise Selling
- Identify and prospect potential Company WPS customers. Determine who the key decision makers and influencers are and effectively merchandize the value of Company service and product offerings in alignment with the prospect’s key business needs and drivers.
- Leveraging knowledge of the full suite of Company products and offerings, design/structure and deliver effective customer proposals that customize Company product portfolios to address the unique needs of each prospect.
- Surface CTC opportunities within existing and prospective customer accounts and successfully coordinate Company resources cross-divisionally to create total solution proposals that effectively convert Company capabilities into meaningful value for the customer.
Qualifications:
- Bachelor's degree in related field
- 10 years of B2B sales experience with a large, international, matrixes organization *** Familiar with SCG, Double A, BJC or any related***
- Prior experience in the Paper industry
- Fluently command of Thai and English
- Ability and willingness to travel extensively
- Experience managing others either directly or indirectly
- Customer service orientation
- Good technical background and understanding of Customer’s manufacturing processes
Please submit a brief covering letter and your updated CV which fully details your qualifications and experience including present and expected salary, availability and a recent photograph to marisa.v@orenburg.co.th (Call 086-0599005)
We thank you for your interest in applying for the position and please note that only shortlisted candidates will be contacted for further correspondence.
Candidates are not required to pay a fee to use our services.
Visit our website at: www.orenburg.co.th
