Key Account Manager

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Job Description:

Achieves sales objectives including but not limited to Electrical Cable Accessories, Electrical MRO Materials and Electrical OEM by providing independent sales coverage of assigned accounts and territory in Vietnam. Position intended for individuals with significant achievements in sales who have demonstrated advanced use of selling skills and have consistently produced positive sales results. Manages the sales territory independently which includes key clients, market segments with limited consultation/supervision.

Occasionally requests assistance in handling situations which require either greater or different experience or knowledge through supervisor. Advancement to the position dependent upon EMD VN need to manage key accounts, particular markets, or significant selling responsibilities.

1. Establishment and Achievement of Objectives: Shows high level of knowledge and understanding of business unit goals and supporting strategies. Contributes to establishment of business unit business plan. Develops individual territory business plan and implements strategy to achieve sales quota or objectives with infrequent assistance from manager. Recommends adjustments to business plan and establishes new objectives. Consistently meets or exceeds sales forecasts, goals and objectives.

2. Sales and Marketing: Applies and provides input into business unit marketing policies, procedures and plans. Utilizes selling process and advanced selling skills and business skills to achieve sales results. Understands and applies market trends in representing offerings to customer. Applies understanding 3M’s brand and innovation story, as well as, product portfolios, the individual value propositions, and applications to maximize revenue for 3M within a customer, assigned market(s), and industry. Demonstrates and trains internal and external customers on product applications. Represents business unit products and services to customers and prospects. Identifies, directs, and delivers appropriate sales support services to customers and distributors and leverages internal resources. Examines customer’s process and pain points to identify potential applications for 3M products and translates customer needs to the appropriate 3M function(s). Mines social selling tools to identify a broad-based customer profile and industry trends. Proactively reports all new or unusual pertinent market conditions, competitor activities, and product performance information to supervisor. Interacts with business groups and/or business management to identify target audiences and provide input to a communications plan that delivers the brand promise to target audiences and builds customer loyalty.

Be expert in Key Account business. Plans, coordinates, and implements all activities necessary to achieve key account sales objectives. Works with Marketing to ensure alignment of objectives. Establishes and strengthens key account relationships. Identifies key accounts and develops these potential customers by involving sales and staff units. Works independently from development to completion of the key account.

3. Coordination and Planning: Plans and manages time and resources for effective coverage of territory, communications, and other responsibilities.

4. Administration: Maintains and communicates account and prospect information, maintains company resources, and sales support materials.

5. Leadership: Exhibits leadership with accounts, prospects and peers. Accepts direction and assumes leadership as appropriate, developing mentoring and coaching skills. Asserts ideas and persuades others to action, builds collaboration among team members to address relevant customer/industry issues. Contribute ideas on priorities and a shared vision that stimulates needed changes plus clarity in roles and responsibilities. Position may occasionally involve training and mentoring other sales representatives.

6. Development: Continuously expected to learn and improve skills relative to the market, products, applications, selling, administrative and other skills. Developing facilitation skills to achieve learning objectives with customer, distributors, and peers.

7. Policy: Applies the business unit's sales policies, practices and procedures

8. Others: Requires performing other duties as assigned

Qualifications

(Education/Experience and Knowledge, Skills, and Abilities)

Bachelor's degree level of education is required. Master’s degree will be an advance.

At least 5 years’ experience in sales/marketing or key account application engineering.

Demonstrates and can utilizes advanced selling skills. Developing business planning and leadership skills. Influencing, communication, listening, interpersonal, negotiating, presentation, and coordinating skills are well developed and utilized naturally. Works with executive level customers to facilitate the selling process. Focus is on account knowledge. Also requires planning, administrative and analytical skills.

Demonstrates extensive knowledge of product lines, customer segments and their needs, markets, divisional/branch functions, and competitive products, prices and policies. Recognized as a professional due to market knowledge and presence.

Works from guidelines, using individual reasoning when deviating from these guidelines. Significantly modifies and adapts behavior to changes in the situation or environment to reach goals. Analyzes all available information in complex or unique problem situations and uses extensive experience, knowledge, and creativity to determine the best solution.

Regularly utilizes formal and develops informal network of contacts inside and outside of 3M including supervisory and managerial contacts to achieve business objectives. Possesses ability to explain and discuss internal policies and procedures (e.g. logistics, marketing, technical service, quality, etc.).

Builds effective executive level relationships and leverages working relationships with key people in accounts and/or distributors at all levels. Must influence those contacts to exceed sales objectives. Represents the company in a manner consistent with 3M's business conduct code and business unit expectations while also promoting the company image.

Competencies in using computers, MS-office especially MS -excel, other software required, sales tool software, CRM and on-line sales support systems.

Excellent in English, including 4 skills: Reading, writing, listening and speaking.

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Please note: your application may not be considered if you do not provide your education and work history, either by: 1) uploading a resume, or 2) entering the information into the application fields directly.

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