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SEA Key Account Manager
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<span>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 Life Sciences and Appliance & Heavy-Duty market segment sales (KAM) team (including Key Accounts and Tail/Channel 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
Responsibilities / Accountabilities
- 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 5 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.
What makes you a good fit
- Degree in Business / Engineering or Equivalent
- Possess minimum 10 years of strong Key Account Management / Business Development / Sales experience, with prior sales management/people management experience.
- Strong leadership experience, with the ability to guide the team to the next level of success
- Strong B2B experience
- Strong financial and P&L skills
- Strong written and verbal communication skills
- Systematic and conceptual thinking and long-term vision planning
- Strong project management skills
- Self-starter
- Willingness to challenge status quo and make changes
Some perks of joining Henkel
- Flexible work scheme with flexible hours, hybrid work model, and work from anywhere policy for up to 30 days per year
- Diverse national and international growth opportunities
- Global wellbeing standards with health and preventive care programs
- Gender-neutral parental leave for a minimum of 8 weeks
- Employee Share Plan with voluntary investment and Henkel matching shares
- Outpatient Medical and Specialist Coverage for employees and eligible dependents
- Life, Hospital, Personal Accident Insurance Coverage
- Flexible Benefits covering Dental, Vaccination, Eye screenings etc for employees and eligible dep
- Access to company products at discounted price
At Henkel, we come from a broad range of backgrounds, perspectives, and life experiences. We believe the uniqueness of all our employees is the power in us. Become part of the team and bring your uniqueness to us! We welcome all applications across different genders, origins, cultures, religions, sexual orientations, disabilities, and generations.
JOB ID: 26094541
Job Locations: Malaysia, Kuala Lumpur, Kuala Lumpur | Thailand, Bangkok, Bangkok | Vietnam, Ho Chi Minh City, Ho Chi Minh City | Singapore, Singapore, Singapore
Contact information for application-related questions: talent.seaanz@henkel.com
Please do not use this email address for sending your application or CV. To apply, please click on the "Apply for this role" button below. Applications sent via e-mail will not be accepted.
Application Deadline: As long as the vacancy is listed on our Career Site, we are happy to receive your application
Job-Center: If you have an application already, you can create or log in to your account here to check the status of your application. In case of new account creation, please use your email address that you applied with.
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