Key Account Manager

Akzo Nobel Inc.

Job Purpose
As a KAM for Chinese clients contributes strategy execution plan and takes a lead in defining and owning, the Chinese customer-based strategy for the region.
Clearly define the profitable offer to Chinese contract chains in Infra / Energy segment in terms of proposal with right product, service and value proposition maximizing revenue and profitability for the product portfolio.
Engages with the Chinese stakeholders in the entire value chain and maintains professional relationships with the Chinese Infra / Energy segment stakeholders
Creates and develops sales opportunities through key account management process
Coordinates the activities with cross regional KAM activities targeting major projects in Infra / Energy
Manages the use of CRM to ensure full visibility on selected projects/ opportunities
Key Accountabilities
Project / Market Analysis / Strategy set up.
o Delivers accurate market + project reviews & analysis to define target projects + customers with strategic approach.
Development Specification position
o Actively participates in the development of specifications position together with SME.
o Make sure to fill the gaps of spec position vendor list / less competitive system / approval.
Project Management & Key Account Management by CRM
o Manage the key Chinese projects data base (create & update) for 2 key segments with using CRM platform with providing colleagues about visibility for specification position, business sales opportunities
o Build up close relationship with key Chinese stakeholders in the segments thru CRM KAM process
o Provide value proposition offer to the clients to seek for win-win
o Effectively chase up the correct decision makers in various stage and build up relationship with many different level of key customers (proposal, engineers, PM, procurement, etc.)
Contribute to Sales revenue
o Identifies significant business opportunities and actively involved in decision process until receiving PO.
Experience
Bachelor s Degree / Graduation in chemical engineering or equivalent industry knowledge and experience - 5 years
Effective ability to understand customer processes and markets, identify potential opportunities, create value propositions support where necessary.
Proven ability to influence key decision makers
Understand our key ranges as well as knowledge of competitors.
Ability for analyzing market, statics as well as excellent documentation (excel, word and PPT)
Fluently using Microsoft program (Excel / Word / Power point)
Chinese National preferred, or Mandarin speaker
English Speaking & Writing