End User Key Accounts Manager/ Area

A.Mission

Develop and implement, in conjunction with EAJ Zone Hotel Segment Manager, the commercial strategy for Hotel Segment in the Central EAJ Cluster countries (Thailand, Laos, Vietnam, Myanmar, and Cambodia) in order to profitably grow the sales of Schneider Electric products, solutions and services in the Hotel Segment.

Responsible for developing and executing a Hotel Segment key account plan, and establishing relationship with key selected end Hotel user segment customers in the Central EAJ cluster countries. The role will have expertise in the Hotel segment trends and play an overall account management role. The role will coordinate various existing V1 & V2 in the local operations/countries as necessary, and be directly in charge of customer accounts as well.

Sales responsibility of 10 M EUR/year, with high growth ambition for coming years.

B. Areas of Responsibilities

1. Marketing and Strategies
• Grow SE market share, customer satisfaction and profitable sales of SE products, solutions and services in Hotel Segment in Central EAJ Cluster
• Implement the local action associated with target account plan
• Implement cluster and country-based sales, project & services strategies
• Provide timely & accurate report to Account Council and EcoB Zone
• Business Trend
• Competition
• Relationship Management
• Customer satisfaction
• Ensure efficient and effective collaboration with V2s

2. Account Management
Platforming & Account Plan in SE view for Hotel segment in Central EAJ cluster
• PAM assessment
• Information of accounts, subsidiaries
• Share of wallet
• Pipelines
• Customer/Competitor assessment
• Sales Target
• Visit target (C-level & Team)

3. Opportunity Management
• Detect and refine solutions business by understanding the SA/TA pain points
• Identify capital and operational expenditure opportunities
• Create and maintain opportunities in bFO
• Monitor all opportunities created by V1 & V2

4. Customer Relationship
• Establish customer intimacy with all cluster and country clients in the hotel segment
• Visit monitoring

5. Offer Management
• Promote the entire SE offering
• Issue RFQ
• Create RITE/Light RITE in bFO. Become SME in RITE that created by V2

6. Project Tendering and Execution
• Submit all necessary document tender to customer
• Negotiate contract & agreement with customer
• Follow-up execution progress
• Help finance solve cash collection issue with his customer

C. Requirements

1. Education: Bachelor’s degree in Business, IT or Engineering desirable

2. Job related experience
• At least 5 years’ deep sales experience in solution sales
• Good knowledge of building automation, Guest room management systems, electrical distribution for Hotel segment application
• Strong track record of capability to manage and grow accounts
• Understanding of account management, customers, sales channels & third parties
• Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
• Experience in developing a marketing strategy
• Demonstrated experience in C-level selling and key account management
• Successful track-record in establishing local customer intimacy through connections at engineering & purchasing department and key decision makers within the customer organization
• Experience in applying financial strategies with the client
• Strong leadership and collaborative skills to leverage the entire SE organization to meet Accounts’ expectations and generate long term profitable business to SE
• Good understanding of the customers’ problems & technology, industry-specific knowledge preferred (good capacity to listen)
• A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and close a deal.
• Able to politically navigate through an organization; balancing interactions with the Key Decision Maker (likely manager or director-level) and also reaching senior executive ranks

3. Business understanding
• Commercial acumen
• Hotel Segment experience and knowledge on market trends

4. Language: Fluent in spoken and written English

- 13th month bonus and variable bonuses offered to successful candidates
- Premium health care plan according to policy
- Extensive training, career and development opportunities in Vietnam and overseas

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