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Sr. Key Account Manager (big MNC)

  • Talentnet , Ho Chi Minh - Vietnam
  • 4000 From: $3,000
  • Posted: 25 Jan 2018

Job Description

I.  Purpose of the Job

Drive the organization to reach a profitable sales growth within targeted Key Distributors and / or targeted Key End Customers.  Preserve the existing business within key accounts and generating new business. Create credibility, build strong, lasting client relationships and earn the client's trust.

II.  Principal Responsibilities

·  Establish strong strategic partnership with Key accounts (Distributors or / and End Customers), leading to the positioning of Products as first choice for Product lines.

·  Measure current sales within Key Accounts and develop action plans to increase sales revenue

·  Responsible for building and implementing key account plan (business potential, contact lists, competition, value proposition and action plan).

·  Manage getting the right resources to support the key account plan.

·  Lead complex contract negotiation (three parties , pan European account)

·  Build strong relationships with the decision makers within the key account, create and identify business opportunities

·  Engage with internal resources (e.g. Product Sales Specialist) to win product or solution specific opportunities

·  Identify and target Vertical Sector Key Accounts which will provide  sales opportunities

·  Understand and communicate industry trends (safety standard, change of technology…), competitive strategies and product technologies.

·  Provide input for the annual operating plan (AOP) and the long term business plan (LTBP).

·  Provide data to support monthly product forecasting process.

·  Reach sales and profitability targets for each line of business for the targeted large accounts.

·  Lead presentations, proposals and  plans as necessary.

·  Detect cross selling opportunities within HSP, HLS and HON.


I.  Main Networks & Contact Links


·  Territory Sales Managers

·  Product Sales Managers

·  Marcom

·  Finance

·  Customer service

·  Legal

·  Pan European Large account leader

·  ISC


·  Distributors

·  End customers

·  Lobbying (Federation/Industry club…)

II.  Supervisory Responsibilities



I.  Geographic Scope & Travel Requirements

Extensive travel throughout the region visiting existing and potential customers and distributors (>60%)

II.  Key Performance Measures

·  Sales growth

·  Margin

·  Number of LOB per large account

Job Requirements

  • BA in business administration, commercial/technical 
  • Min. 5 years customer-facing outside sales experience,  selling to end customers and distributors
  • Experience in B2B, key account management, sales of products through the indirect sales channels (distributors)

Technical Skills & Specific Knowledge Required 

  • Strong negotiation skills.
  • Solid understanding of how to manage distributor relationships to ensure a profitable collaboration
  • Ability to embrace a large amount of knowledge: logistic, legal, finance.
  • Project management skills 
  • Business fluent in written and spoken English

Additional Information

2018-01-25 USD

About Talentnet

Since it was formed in late 2007 from the Human Resource Services team of PricewaterhouseCoopers, Talentnet has grown significantly to become a well-respected and professional strategic human resources consulting firm. With more than 16 working years of experience in Vietnam labour market and more than 1,000 clients including multi-national, joint ventures, joint stock companies and prestigious local brand, we are offering:

1. Executive Search Service
2. HR Advisory Service
3. Mercer Remuneration Surveys and HR Consulting Service
4. Payroll and HR Outsourcing Service
5. HR training and development Service

Get salary from $36,000/year

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