Global Key Account Manager
3 weeks ago
Job Purpose :
- Lead the B&I Belt & Road Initiative (BRI), establishing an empowered global B&I community and building a global BRI B&I Network
- Design and implement a dedicated commercial plan for Belt & Road Initiative (BRI)
- Establish and execute strategic Global KA business development plans and initiatives to support BRI B&I business attain its sales and profitability goals (B23: 30m€ with current pipeline of 135m€, A22= 25m€, A21= 20m€, A20= 2m€).
- Identify leads, develop opportunities, prepare proposals and generate BRI sales in China, SE Asia, South Asia, Middle East, Africa, Latin America, Europe and in North America. (clients’ meetings, proposal issuance)
- Build up relationship with large EPC players in P. R. China; starting with CCCC group and progressively to China State and China Railway group (TOP 8 Chinese EPC group are in the TOP 10 ENR global contractor + VINCI France + ACS Spain)
- Meetings with C-level executives of Chinese EPC Large accounts to promote BV Solutions / Services and develop strategic partnerships
- Deploy B&I strategic plans and initiatives and monitor the local implementation in China in coordination with B&I GSL, representing a turnover of 200m€ (70% Jianli:construction supervision-30% Whole process engineering, IVS, Green Building)
- Build international division within B&I China(2 Jianli and Building & Facility business unit) to grow and operate international business
- Own the global opportunity pipeline for Chinese EPC worldwide and promote a superior growth
- Be the main coordinator among large players in China with BVs in other countries.
- Provide leadership, governance and support to the GKA related local key account managers in the Chinese B&I network.
Principal Accountabilities :
Leadership & people:
Establish an empowered B&I community and build a world class sales culture driving the right behaviours Act as role model and ensure BRI B&I people development in China Lead on change managementCommercial strategy development:
Define and implement regional and global key initiatives Ensure market intelligence and solid understanding of the market fundamentalsGovernance:
Represent BRI B&I & B&I China at Asia group level (Councils, Committees and Client Meetings) Steer B&I governance at Asia level and ensure that an effective governance is in placeSales Management:
Coordinate the global implementation of a sales management process for BRI B&I and B&I China Define, monitor and report the BRI B&I M&S KPIsKey account management:
Define and implement at Global level a key account management approach for BRI B&I and B&I China domestic and overseas Support the implementation with regular meetings with Global customersSales Excellence & Support:
Support the B&I Network on opportunity identification, pipeline development, proposal preparation and deal closing Provide sales support through market specific Sales Toolkits (reference data base, reference letters, case studies, commercial presentations, technical offer templates)Marketing & communications:
Lead the B&I Asian Network and Service Line to: Harmonise and strengthen the B&I Asia market profile Develop best in class marketing content (presentations, brochures, videos, www, social media etc) Provide external & internal communicationsPrincipal interfaces:
Internal : BRI Steer CO B&I VPs / Directors / SVP’s B&I Global community Internal Committees External : Key accounts Strategic partnersJob Knowledge, Skills & Experience :
Professional and/or technical competencies:Bachelor's degree in Industrial, Civil Construction, Engineering or MBA
A minimum of 10 years of experience in Construction Engineering Industry.
Solid network in EPC big players in China. Eg) CREG, CSCEC, CCCC, etc.
Proven experience of managing large Constructions key accounts (KAM).
Experienced in management/ acquisition of global project.
Education in Engineering (Masters Level) – MBA as an advantage
Customer & relationship excellence
Global B&I business track record
Deep knowledge of the B&I Global Market with special focus on China
Digitally oriented (Good knowledge of digital trends for the B&I Market)
Specialized Knowledge and Skills
Strategic, visionary and strong business acumen.
Thorough knowledge of long-range planning and operational planning techniques.
Excellent communication skills (verbal, written and presentation).
Team player with collaborative attitude.
Highly energetic, decisive and has great passion for results and successes.
Fluent oral and written English.
Proficient PC skills. Entrepreneurship
Leadership
Ability to work in transverse organizations
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