The Enterprise Account & Growth Market Director Malaysia will be directly responsible for customer’s expansions and local point for regional interface with the customer, looking for innovative commercial models to monetize product portfolio solutions. He/She will be expected to have customer facing responsibilities and work across functions & territories to drive a cohesive strategy and develop robust relationships. The role will also be the key focal point for industry, government and new energy sector customers. Core responsibilities for Petronas, Gentari & Petros, whilst engaging TNB, MITI and MIDA organisations.
Responsibilities, authorities and accountabilities
- Acquire intimate understanding of customer’s strategic needs, goals and objectives, and demonstrate ability to consistently translate it into effective advice toward outcome-based solutions that rely on BH’S solutions
- Build high level customer intimacy and client relationships at all levels of the organization by ensuring a seat at the table at customer’s HQ and all other customer’s facilities
- Become the customer trusted advisor and foster a transition from a transactional to a partnership-based relationship, leveraging the full range of product and services from BH
- Develop account strategic plan, focusing on longer term SAS expansion and penetration, based on customer’s growth strategy and playbook.
- Responsible for the customer’s preservation and growth of the assigned Account(s) in the region and globally and own commercial KPI’s for these account(s).
- Identify and support the closure of Integrated Solutions opportunities for the assigned Account(s) globally. Work with Marketing and Commercial leaders of product companies to identifying white spaces and support the product companies in address growth opportunities in these segments.
- Shape and capture innovative commercial models to monetize BH portfolio solutions
- Provide feedback to the product company teams on customer wants and needs, new product / service needs, digital journey, product modifications and help them develop sound business cases
- Set up and lead Global Key Account Specific Business Forums across BH organization, partnering with all leaders across the different functions (demand generation, product leadership, sales and supply chain) to ensure a cohesive, world-class customer experience
- Partner with Marketing team and product company leaders to develop full year marketing plans for assigned Account(s)
- Partner with leaders across the organization to develop growth strategies across product offerings. This includes and not limited to organizing and leading discovery sessions with the customer and key stakeholders from the Product Companies.
- Evaluate potential partnership opportunities and draft business plan to review with internal executive leadership
- Facilitate engagement of customers through Customer Advisory Boards / Voice of Customers / New Product Introduction feedback sessions
- Interpret and understand contractual commitments
- Lead / Participate in cross functional teams and projects to achieve account and region goals
- Utilize all available management information and commercial excellence tool to fully exploit business opportunities
- Implement "one Baker Hughes face" to Key Accounts
- Be active member of Baker Hughes to lead horizontal growth
- Participate in developing Baker Hughes Brand and Image recognition
Key Deliverables and KPI’s
- Acquire intimate understanding of customer’s strategic needs, goals and objectives, and demonstrate ability to consistently translate it into effective advice toward outcome-based solutions that rely on BH’S solutions
- Build high level customer intimacy and client relationships at all levels of the organization by ensuring a seat at the table at customer’s HQ and all other customer’s facilities
- Become the customer trusted advisor and foster a transition from a transactional to a partnership-based relationship, leveraging the full range of product and services from BH
- Develop account strategic plan, focusing on longer term SAS expansion and penetration, based on customer’s growth strategy and playbook.
- Responsible for the customer’s preservation and growth of the assigned Account(s) in the region and globally and own commercial KPI’s for these account(s).
- Identify and support the closure of Integrated Solutions opportunities for the assigned Account(s) globally. Work with Marketing and Commercial leaders of product companies to identifying white spaces and support the product companies in address growth opportunities in these segments.
- Shape and capture innovative commercial models to monetize BH portfolio solutions
- Provide feedback to the product company teams on customer wants and needs, new product / service needs, digital journey, product modifications and help them develop sound business cases
- Set up and lead Global Key Account Specific Business Forums across BH organization, partnering with all leaders across the different functions (demand generation, product leadership, sales and supply chain) to ensure a cohesive, world-class customer experience
- Partner with Marketing team and product company leaders to develop full year marketing plans for assigned Account(s)
- Partner with leaders across the organization to develop growth strategies across product offerings. This includes and not limited to organizing and leading discovery sessions with the customer and key stakeholders from the Product Companies.
- Evaluate potential partnership opportunities and draft business plan to review with internal executive leadership
- Facilitate engagement of customers through Customer Advisory Boards / Voice of Customers / New Product Introduction feedback sessions
- Interpret and understand contractual commitments
Required Qualifications
- Bachelor's Degree in Engineering, Marketing or Business from an accredited university or college
- 10+ years of experience in industry-related engineering, sales and/or marketing including minimum 5+ years in a customer-facing role
Desired Characteristics
- Strong communication and presentation skills at the executive level. Adept at getting the attention and involvement of the most sophisticated and difficult audiences.
- Customer, service and “solutions” mindset
- Availability to travel internationally, particularly within the Asia Pacific region for project needs and for short term assignments
- Financial astute and able to look strategically at market opportunities for the customers and Baker Hughes
- Track record of supporting customer-oriented practices that foster customer loyalty and anticipate changes in customer needs. Understands markets, effective distribution channels, and the vast interplay of individual and market forces that affect customer behavior.
- Assesses market trends, economic indicators, and competitive information to determine strategies for segmenting the market, and expertly devises and drives complex marketing/commercial plans involving multiple Baker Hughes businesses.
- Strong influencing and leadership skills both inside and outside Baker Hughes
The Baker Hughes internal title for this role is: Sales Senior Director - Global and Key Accounts
