Lead Key Account Manager, Mobility - China

Application Deadline: 

Shanghai, Minhang, CN, 201106

Contract Type:  Full-Time
Working Hours:  40
Employment Type:  Regular

Job Title: Lead Key Account Manager, Mobility


Job Purpose:
•    Deeply understand customer business driver, to develop strong relations with decision making unit from assigned KAs
•    Actively collaborate with internal stakeholders to maximize Grundfos business potential in assigned KAs

Job Description:
1)Proactively working with customers’ current and future needs, i.e.:
•    Sales responsible for the assigned accounts with defined commercial targets, covering both global/regional KAs and local accounts. Customer’s #1 Headquarters “go to” Grundfos representative 
•    Develop account plans and manage accordingly, incl. pricing and terms & conditions, customer profitability, customer engagement and customer delivery covering global/local alignment where needed
•    Build awareness of Grundfos’ abilities to support the water, energy and  process optimization of the automotive industry. Establishing Grundfos as a "preferred supplier" with automotive end-users
•    Establish and expand a network in the automotive industry 
•    Supervise the market network (e.g. trade fairs, associations, committees) 
•    Develop and manage relations with customers’ key commercial decision-makers (e.g. technical department, procurement, plant management planner), wherever they are located. Have conversations with senior decision-makers on long-term strategic and commercial priorities incl. how Grundfos can help them achieve those. Help frame problem-statements/requirements specifications for end-users, to which TKAMs can develop solution options for dialogues with the end-user
•    Attend customer training as the primary face of Grundfos 
•    Specify Grundfos with influencers like Design Institutes and similar advisors in close collaboration with the TKAMs
•    Develop and manage the sales pipeline, i.e. drive relationship building activities into opportunities to be managed initially as leads, then opportunities, then sales orders  (working with MROs, distributors, etc.). This includes structured offer tracking and proactive follow-up on new opportunities
•    Decide on account priority and coordination of investment projects, across regions
•    Oversee project execution (work with TKAMs and 1Offices and CSUs etc to deliver)
•    Manages issues proactively and reactively. Addressing quotations, orders, cross-border activities, delivery, warranty, service & quality, internal coordination. 

2)Internal capability development of ability to sell value adding solutions, i.e.:
•    Provide content for marketing material and train/onboard local sales employees with TKAM
•    Provide input to customer road mapping driven by customer and application insights
•    Visit and participate on exhibitions and external trainings 
•    Provide input to identification of end-to-end capability gaps hindering success of new offerings + propose plans to close critical gaps
•    Monitor and keep up to date on overall market needs – market knowledge, customers, competitors, application & market trends
•    Share insights and work closely with business developers and TKAMs

3)Reactive (We all work to minimize this part) 
However, in case of product quality, application issues, warranty, service, quality issues or any other quest for technical expertise, you ensure Grundfos provide world class customer support.

•    A degree in engineering, ideally in the fields of mechanical, electrical, process or industrial engineering
•    Strong commercial understanding and experience from customer-facing roles, especially key account management of multinational companies
•    Strategic thinking in terms of linking end-users strategic agenda with specific opportunities for Grundfos
•    Experience of project sales model covering financial, legal and compliance elements while navigating a complex stakeholder landscape
•    Working with distributors to serve end-users
•    Application and product technical knowledge/experience from automotive industry a plus
•    Existing network in one of the automotive or E-mobility industries
•    Experience in automation and communication (IOT)
•    Strong presentation and communication skills
•    High willingness to travel
•    Good IT skills (MS Office, Outlook, CRM and BW)
•    Fluent in English

About Grundfos 
Grundfos is one of the world’s leading water technology companies with more than 19.000 employees in 60+ countries all over the world. Our skills commit us to pioneering solutions to the world’s water and climate challenges and improve the quality of life for people. We dare to do things that others cannot or dare not do, as we believe innovation is not only a business opportunity, but an obligation. And what really matters to us is not short term profit, but the impact we make. By becoming part of our united powerful team, you too can drive this change no matter your role.

An inclusive team
If you like the look of this job and know you can bring your skills to contribute to our purpose, please apply. We need and welcome professional people from all corners – however you identify and whatever your background is.