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Key Account Manager, Japan

Posted: 23 Jul 2021 Closes: 22 Aug 2021
JP Competitive
Permanent & Full-time RSC_696393001

  1. Job Purpose


Achieve significant sales growth and deliver exceptional service to a portfolio of high potential accounts through establishing strategic relationships with key decision makers.

  1. Key Accountabilities


  1. To drive significant sales growth and exceed sales targets within identified accounts through effective relationships across accounts to position RS as a preferred supplier
  2. Develop effective Account Development & Compliance plans with short, medium and long term objectives to exceed portfolio sales/growth targets and to position RS as supplier of choice in portfolio accounts
  3. To identify Customer needs and work with multi-functional teams to develop the profitable integration of relevant value added services with business operations
  4. Use financial and customer data to analyse and drive compliance to preferential terms/service level contracts and ensure profitability
  5. Organise site shows and business review to demonstrate the RS value within accounts
  6. To provide purchasing solutions to meet customer needs by the profitable implementation of relevant value added services
  7. Maintain customer data for portfolio accounts to enable accurate analysis of trends and KPMs, and to maximize Marketing campaign outcomes.
  8. To work and co-ordinate with various departments to leverage the full RS value to support our Customers - Quotations, BOM Management, None-Core Sourcing, Design Tools etc.
  9. Work with key stakeholders to develop the local offer to meet customer needs and capture market share
  10. Implement e-commerce solutions where appropriate and drive channel compliance
  11. Co-ordinate and work primarily with Sales Support team and other departments as necessary to effectively deliver local account coverage, find new contacts and expand the range of products purchased.
  12. Prepare regular reporting data/management summaries
  13. Conduct formal presentations at senior level, both internally and externally


  1. Scope of the Role

Accountable for
  • Sales targets and profitability of assigned high-potential accounts
  • Discounting and overall Category Margin per customer
  • Customer contracts and negotiations
  • Customer satisfaction
  1. Key Relationships
  • Sales Manager (direct line manager)
  • Sales Director, Japan and Korea
  • Sales organization (Inside Sales, Sales Support (JP & Foshan), Customer Care (Foshan), Technical Sales and other Account Managers)
  • End to end working with Product Management, Inventory Management, Marketing and Operations
  1. Financial & Legal Responsibilities
  • Annual Sales and Gross Margin budgets for assigned accounts
  1. Environment

Home based with travel to customers, trade shows and seminars.

  1. Person Specification


Essential:
  • Minimum 5 years' experience of Account Management or Strategic Business Development and proven track record in Sales, preferably in a technical environment (Industrial Automation Control and/or Electronic Components)
  • Excellent understanding of the importance in managing complexities in both large customers and developing SME`s
  • Experience working in Matrix organization is preferred
  • Results driven
  • Proven track record in building effective customer relationships
  • Financial and business awareness with good analytical skills
  • Strong IT skills, especially Microsoft Excel
  • Excellent communication, negotiating and influencing skills
  • Ability to take ownership and set own and team goals and priorities
  • English skill - basic or above (at least reading)
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