Key Account Manager, Southeast Asia Power− Malaysia, Kuala Lumpur, Thailand, Bangkok, Vietnam, Ho Chi Minh City, Singapore, Singapore, Adhesive Technologies
About this Position This role reports to the Head of Adhesives Industrial KAM, East and Southeast Asia. The team consists of country sales across key SEA countries (direct reports), together with technical support in each country. The primary function of this role is to be the country/regional sales manager for the Power market segment sales (KAM) team (including Power & Industrial Automation and Data & Telecom market segments and Tail/Channel Electronics business) in Southeast Asia and drive profitable and sustainable business growths together with the country/region key account managers. The focus of the SBU is on Key accounts development and management across 12-14 market segments in the Industrial sector.
What you´ll do
What you´ll do
- Develop & implement market segment penetration and growth strategy and plan for SEA region (and individual countries) and associated country sales and business plan in line with global/regional strategy
- Direct management & leadership of 7-8 sales subordinates across SEA (6 countries).
- Drive profitable sales growth through sustainable sales excellence activities and practices that create value for generations.
- Defines, leads & coordinates execution of market segment and regional sales plans, for key accounts or named accounts in defined segments in geographic territories, based on market needs, trade structure & competitive situation aligned with SBU/regional strategy.
- Defines & steers sales models, sales structures, key customers, channel concepts & new business • Develops top to top relationships with key regional customers, value chain partners.
- Develop business and improve sales, share of wallet at key or named accounts and project pipeline.
- Develop, manage target/identified/named KA from end to end.
- Drive, lead, coordinate, execute relevant market/technology/Innovation programs relevant to subregion/targeted market segments/ KA with key stakeholders.
- Collaborate closely with cross-regional colleagues and teams to drive and manage GKA & KA (sites/OEM in Southeast Asia) development, activities and opportunities & projects pipelines, including market/technology focused initiatives.
- Collaborate closely with cross-regional colleagues and teams to drive and manage KA development, activities and opportunities & projects pipelines, including market/technology focused initiatives, JOEM/KOEM/COEM initiatives.
- Collaborate with business functions and corporate functional teams to drive business
- Develop and collaborate with market segment BDM(s) and Market Segment Manager(s) to develop Southeast Asia relevant strategies, implement and execute global strategies relevant to the region.
- Collaborate closely with BDM(s) and region AE and region Subject Matter Experts for the development of the region strategy and penetration and development plans.
- Develop strong distribution/channel strategy and relationships together with channel management team
- Directly partner with key customers & distributor partners to self-drive the result.
- Understand and anticipate local market trends to capture new growth & innovation needs through partnering with regional/global teams.
- Conceptualizes programs & activities that drive the market & expand customer base and volume.
- Formulates sales & Go-to-Market plans & business models to drive growth.
- Identifies new market segments & target customers.
- Balance of maintaining existing customers while developing new customers on daily basis.
- Management of countries/KA demand forecast for accurate forecast planning, delivery.
- Own, lead, support key market segment initiatives, meetings, for aligned development, growth of market segments/KA focus.
- Train sales team on best practices & delivery on key KPIs.
- Coach, guide sales managers in KA, demand and forecast development, management and executions.
- Steer and manage sub-regional P&L (including T&E, structural costs) in line with KPIs.
- Represent the region as Sales Champion for the Power market segment.
- Individual will be part of the East and Southeast Asia leadership team.
