Vertical Account manager -INCA

Vertical Account manager -INCA



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Job details

2019-04-16 16:18
Industrial Automation

Job description


Job Title: Vertical Account Manager, Discrete Automation

Platform: Industrial Solutions

Reports to: Sales Director

Location: Shenzhen

Job Purpose

To successfully drive profitable growth within the Factory Automation vertical market(s); via existing account relationships and creation and closure of new business development opportunities

Principle Job Accountabilities

  • Quantify, prioritize and develop new accounts in the defined vertical market(s) in the region, driving market penetration, new business growth and share of wallet.
  • Manage existing account relationships in the vertical market(s). Identify opportunities to grow revenue in existing accounts. Maximise share of wallet and customer satisfaction through deployment of robust Account Plans.
  • Create and build value-adding relationships with key influencers and decision makers within Target Accounts. Identify opportunities and stimulate initiatives to strengthen the relationship with key influencers and decision makers.
  • Ensure timely and accurate reporting as required by the business. This will include reporting on funnel opportunity management, revenue forecasts, Account Plans, progress on initiatives and status of relationships.
  • Identify the key influencing companies in the end user supply chain and create opportunities to establish relationships with those identified. Co-ordinate with Channel Sales to extend influence and control through the value chain.
  • In co-operation with Vertical Marketing and Product Marketing demonstrate solid knowledge and understanding of the vertical market(s) and the target customers, keeping aware of key players, trends, and competitor activity.
  • Working closely with the Vertical Marketing team, successfully define customer and vertical market propositions that add quantifiable value for the customer.
  • Actively contribute to building distributed business knowledge about the vertical market(s) and specific accounts. Share intelligence across different teams within the company.
  • Provide fact based input to Vertical Marketing and the Business Platforms to help specify new customer requirements.
  • Co-ordinate with the Pre-sales Consultancy team to ensure the customer receives the appropriate level of technical expertise and adequate support.
  • Co-operate across the region and the Global platform to share intelligence, knowledge, best practices and to deliver a coordinated approach to multinational target accounts.

Knowledge & Experience required

  • Educated at least to degree level in a relevant field – Engineering or other technical field and/or Business (marketing, administration, economics) or possess a track record in professional career relevant to accountabilities of the role
  • 5 year experience in S&M experience for Industrial network and industrial switches
  • Experience at Factory Automation industry
  • Proven track record within a sales role in a market and industry relevant to the role
  • Demonstrate successful track record of managing projects and initiatives
  • Experience of using standard business reporting tools and reporting on key metrics
  • Ability to develop successful cross functional relationships internally
  • Ability to manage time and resource effectively, managing multiple activities successfully
  • Experience of managing accounts in a structured methodology including account plan reviews. Working experience of Miller Heiman methodology advantageous
  • Demonstrate ability to work effectively with the relevant Belden portfolio – technical expertise not required but an appreciation and ability to understand product applications is essential
  • Demonstrate excellent communication skills, both verbally and in writing
  • Experience of working within an international environment advantageous
  • Ability to travel in order to fulfil the duties of the role essential
  • Business level English essential plus local language
  • Computer literacy essential

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