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Account Manager

2 weeks ago

จตจกร กรงเทพมหานคร, Thailand Kone Full time

Responsibilities and key activities

Customer relationship management
- Accountable for developing KONE’s position and customer base in the market
- Drives proactive engagement and solution selling with different customer segments showing value over the lifecycle
- Ensures development of customer relationships, profitability, customer loyalty and satisfaction.
- Approves and follows up customer plans for strategic and core 1 in his/her area
- Selects/appoints team members to manage the strategic / core 1 customer relationships
- Identifies and builds relationships to key decision makers, potential new targets and influencers
- Promotes and demonstrates the value of KONE digital offering

Plan sales, manage pricing and offering
- Responsible for Regional and Individual Sales Plans (ISPs) for his/her team
- Participates in market and customer analysis to ensure quality of sales planning
- Participates in pricing and offering management in order to drive market pricing and profitability
- Balance order received growth and profitability by managing discounts
- Responsible for gathering relevant information about competitors and market from the field
- Responsible for identifying opportunities for cross-selling of all KONE solutions

Manage Sales Funnel
- Accountable for leading the Sell process including CRM data quality of contacts, customers, influencers, opportunity management, and won and lost reporting
- Accountable for ensuring results within orders, contracts, profitability and market price development
- Sets sales targets according to market potential and FL unit guidelines
- Gives direction and focus on the right customers through proper customer analysis
- Ensures the correct value propositions by his/her team
- Drives sales result from his/her team on short and long term
- Executes and advises pricing guidelines for his/her area
- Approves tenders and orders above salespersons’ limits
- Utilizes global processes and tools for local benefit

Professional requirements
- Bachelor or Master’s degree in economics, engineering or other relevant field.
- Experience/ understanding of business-to-business sales
- Experience in sales / sales management
- Minimum 8 year experience preferrable from elevator industry.
- Strong connections with main contractors, major developers, architects and related stakeholders.
- Basic digital skills and mindset
- Sales acumen: understands selling cycle, customer’s purchasing strategies, selling, negotiating, reporting and funnel management.
- Digital assertiveness: comfortable and excited about the opportunities digital solutions
- Comfortable with numbers: leads performance by facts and numbers, relies on sales tools and analytics and understands the financial benefit we bring to the customer and is able to capture a part of the value through smart pricing approach
- Able to communicate fluently in Thai and English.

LI-PS1
- At KONE, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas. Sustainability is an integral part of our culture and the daily practice. We follow ethical business practices and we seek to develop a culture of working together where co-workers trust and respect each other and good performance is recognized. In being a great place to work, we are proud to offer a range of experiences and opportunities that will help you to achieve your career and personal goals and enable you to live a healthy and balanced life._

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