Key Account Manager

Principal Account Manager

Account for global key accounts sales development and growth, resulting in increase of sales volume and net revenue in both short term and long term. Support the account strategy development and execution (generating leads, managing OEM relationships and facilitating internal discussions across functions) Establish and enhance business relationships with own customers. Those customers are regional prioritized accounts with high business impact.

Principal Accountabilities

• Owner of key accounts, in terms of not only sales delivery, but also driving and coordinating with other functions, stakeholders to understand business requirement and make sure the deliverables happened.
• Work with global account team to develop account plan, pricing strategy and approaches to fulfil them.
• Strong awareness and implementation of self and team objective and KPI.
• Maintain existing business and capture new potential opportunities. Closely communicating with customers to ensure that JM gets the earliest and most accurate information, building and improving relationship with customers to build mutual trust and set JM reputation.
• Dealing with customer requirement by effectively use of both internal and external resource and managing customer perception. Escalating issues to management team where appropriate.
• Preparing for and leading strategy collaboration activities with key customer.
• Preparing for and leading bidding process, project management kicking off.
• Preparing for and leading pricing quotation and contract process.
• Good forecast and order management.
• Ensure on time payment from customers.
• Keep sustainable net revenue level.
• Facilitate seminar and event to maintain and improve the relationship with Customers.
• Regular report back with market and competitor analysis, suggestion on JM's commercial/technical actions for related business area and customers.
• Regular report to line manager about customer information through customer visit report and other forms of reports.
• Good internal communication. Facilitate project discussion among multiple functions.
• Be knowledgeable of product application and be able to deliver on-site services to customers in time. Keep learning new commercial and technical knowledge.

Scope

• Revenue responsibility for assigned Accounts within a given margin bandwidth.
• First contact and negotiate with customer contacts.
• Report back customer analysis result based on own understanding and knowledge to benefit further customer strategy and business plan.
• Works in conjunction with members of the Technology, Product Management and Commercial functions.

Qualifications

• Bachelor's Degree in business or related field, an advanced degree is preferred.
• A minimum of 5 years' post qualification emission control commercial experience, with strong knowledge of our markets.
• Strong record of account/customer management, able to build relationships based on trust and collaboration with external customers as well as internal colleagues.
• Ability to conduct strategic planning and analysis, with solid project management abilities.
• Commercial Financial knowledge.
• Excellent communication, presentation, organisation, and influencing skills.
• Fluent English in oral, written
• Customer Focus: Making customers and their needs a primary focus of one's actions: developing and sustaining productive customer relationships.
• Building Collaborative Relationships: Identifying opportunities and taking action to build strategic relationships between one's areas, teams, departments, units, or organisations including customers, to help achieve business goals.
• Strong analytical skills and logical thinking.
• Drive for results.

To submit your application, please click the "Apply" button online.

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Johnson Matthey Plc is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, marriage or civil partnership, pregnancy or maternity, religion or belief.