Key Account Manager - C&SP Japan
The Key Account Manager (KAM) is a technical sales leadership role managing the relationship with nominated Strategic and Multi Country Targeted Account(s) in the country / cluster.
The KAM will be expected to develop relationships within existing named accounts. It is therefore essential that this person has extensive experience of identifying and influencing key decision makers, up to C Level within the account and also Specifiers & Contractors that the account relies upon for its DC construction activity. The KAM will be instrumental in developing, implementing and managing the commercial strategy for the accounts focus themselves for Country Targeted accounts, or together with the Regional KAM for Strategic Account and Multi Country Targeted accounts.
This position will lead the selling complex solutions strategy into the targeted accounts. As the opportunity leader, they will need to work seamlessly within the country organization and build a committed network of sales and technical professionals to help best address the customer needs. In addition, they will take ownership of project pursuit, driving the sales cycle (from presales through tendering and execution) and aligning internal/external partners and key resources.
This role will be selling the complete portfolio of Schneider Electric by working across our different business units. Experience of selling within a matrix organization is essential and good internal stakeholder management will also be important.
This role requires a understanding of the Hyperscale Datacenter and Colocation Segments and the key business drivers, a strong appreciation and understanding of key technologies involved and extensive knowledge of the market's value chain. They will need to be seen an expert to lead the virtual team members to successful client engagement. Importantly the KAM must be able to translate her/his knowledge into a business language and fluently articulate it within a client environment.
What will you do?
- Develop Relationships with key Decision makers within nominated Account(s) and associated ecosystem of consultants and contractors;
- Become the opportunity leader for identified major projects, leading a virtual team and add value to ensure a successful outcome;
- Process and analyze feasibility assessments for all bid/contract documents related to developed opportunities;
- Build a strong working relationship with the Segment and Country leadership to develop and drive an account winning strategy;
- Build strong relationships within all relevant country/cluster stakeholders and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs;
- Consult with customers and shape opportunities to optimize the value we offer;
- Map key decision makers at customers or prescribers;
- Follow Customer Project Process (CPP) follow Best In Sales Practice and be best in class for account profiling and record keeping in our CRM system.
What skills and capabilities will make you successful?
- Ability to mobilize and manage networks / remote and virtual team
- Ability to navigate complex matrix organizations in multicultural environment
- Ability to understand and animate complex ecosystem of influencers
- Strong initiative, self-starter and highly organized
- Successful track-record in establishing local customer intimacy through connections at Executives level and key decision makers within the customer organization
- A strong ability to understand complex requirements, able to clearly communicate client needs, challenge the client on solutions and translate solutions to business value.
- Able to politically navigate through an organization; balancing interactions with the Key Decision Maker and reaching senior executive / C-Level ranks
- Strong influencing skills and intercultural skills
- Tenacity, resilience, emotional intelligence
What qualifications will make you successful for this role?
- Demonstrates technical sales (direct and indirect) experience
- Strong track record of capability to manage and grow accounts
- Understanding of account management, customers, sales channels & third parties
- Demonstrates experience in detecting and discussing industry and customer pain points and proposing high value solutions
- Basic knowledge of building automation, mechanical systems, electrical distribution, critical power, and associated services.
- Business level fluency of both English and Japanese languages
Let us learn about you! Apply today.
Looking to make an IMPACT with your career?
When you are thinking about joining a new team, culture matters. At Schneider Electric, our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values - Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork - starts with us.
IMPACT is also your invitation to join Schneider Electric where you can contribute to turning sustainability ambition into actions, no matter what role you play. It is a call to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world.
We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.
Become an IMPACT Maker with Schneider Electric - apply today!
40 billion global revenue
+9% organic growth
150 000+ employees in 100+ countries
You must submit an online application to be considered for any position with us. This position will be posted until filled.
Schneider Electric aspires to be the most inclusive and caring company in the world, by providing equitable opportunities to everyone, everywhere, and ensuring all employees feel uniquely valued and safe to contribute their best. We mirror the diversity of the communities in which we operate, and 'inclusion' is one of our core values. We believe our differences make us stronger as a company and as individuals and we are committed to championing inclusivity in everything we do.
At Schneider Electric, we uphold the highest standards of ethics and compliance, and we believe that trust is a foundational value. Our Trust Charter is our Code of Conduct and demonstrates our commitment to ethics, safety, sustainability, quality and cybersecurity, underpinning every aspect of our business and our willingness to behave and respond respectfully and in good faith to all our stakeholders. You can find out more about our Trust Charter here
Schneider Electric is an Equal Opportunity Employer. It is our policy to provide equal employment and advancement opportunities in the areas of recruiting, hiring, training, transferring, and promoting all qualified individuals regardless of race, religion, color, gender, disability, national origin, ancestry, age, military status, sexual orientation, marital status, or any other legally protected characteristic or conduct.
