Job Summary:
The Director of Key Account Management and Business Development is responsible for leading strategic account management and business development initiatives to drive growth, profitability, and long-term success. This executive role involves overseeing the relationships with the company's most important clients, identifying new business opportunities, developing sales strategies, and setting targets. The successful candidate will have a strong background in sales, superb leadership skills, and the ability to foster relationships with high-level stakeholders.
Task Area:
1. Build strong corporate-level customer relationships with national and international key accounts.
2. Manage key-account pricing agreements.
3. Coordinate all strategy work throughout the organization of SCHUNK & Account
4. Set employee-specific performance goals for customer owners (employees under the Vice President - Sales).
5. Create and update sales forecasts on an overall level in China.
6. Manage KPIs (e.g., Win/Loss); adjust plans as appropriate on overall level.
7. Defines the tactics necessary to achieve the strategy
8. Develop and implement a comprehensive strategy for key account management and business development to achieve growth targets for chines market, based on corporate directives.
9. Identify, negotiate, and close strategic partnerships and deals with new and existing clients.
10. Collaborate with cross-functional teams (such as marketing, sales, product development) to align efforts and enhance client offerings.
11. Lead, mentor, and scale the key account management and business development team, setting objectives and tracking performance metrics.
12. Conduct market research and analysis to identify emerging trends and opportunities for expansion.
13. Develop and manage the business development and key account management budget, ensuring resources are allocated effectively to drive business results.
Segment and Industry responsibility:
1. Responsibility for the conceptual processing of key customers at SCHUNK (e.g. companies with high sales/profit or with high strategic potential). Selection of suitable KAM customers incl. Personnel planning for each segment.
2. Algin local with international processes and structures, e.g- Intercompany pricing, international framework agreements
3. Create and manage customer segmentation model, including identification of new / changed segments. (Electronic, Life Science, e.g. )
4. Create segment-specific strategies compare to international strategies an identify and assign key accounts in this segment for local development.
Requirement:
1. Major in Mechanical or automation related
2. Excellent communication, negotiation, and presentation skills
3. Fluent in English or German
4. Innovative and creative thinking
5. Strong analytical & strategic ability