Address- Develop and execute customer strategic account growth plan/s in line with the TE business strategy and product roadmap to ensure revenue growth, account penetration and customer satisfaction of the assigned accounts. Strategic account plans should include:
- Customer information: buying cycle / process, customer goals, focus growth segments, market share, priorities and strategies, key stakeholders and decision makers, application details, global footprint, Voice of the Customer etc.
- Relevant market information: markets, market share, competitor SWOT, technologies, trends, environmental changes, political factors, TAM details, etc.
- Growth Information: how to win competition or previously lost business, how to gain market share, develop with PM cost out strategy to deliver productivity by still increasing TE’s profitability.
- Explain and clearly communicate the customer strategic account growth plan/s to internal groups (Engineering, Product Management etc).
- Develop strong relationships with key stakeholders (executive level relationships and key decision makers) in the customer, apply consultative selling methodology and leverage these relationships to position TE as a preferred supplier.
- Maintain ongoing and regular direct contact with key stakeholders in the customer.
- Manage all commercial aspects with the customer including managing and preparing offers, project contracts and leading price and contract negotiations, following up on current and potential opportunities and projects and selling the TE value proposition. Use the customer service team and estimator for quoting and support them as required.
- Identify and understand current and future customer needs and opportunities to introduce and sell products, services and solutions to the customer. Promote TE, TE technologies and product portfolio with the customer and drive projects via relevant Field Engineers.
- Proactively address open customer issues, including quality issues, until appropriate closure.
- Proactively collaborate and coordinate with internal departments to ensure that financial matters, including cash flow payments, credit concessions and account receivables on current opportunities and projects, are managed and closed appropriately.
- Prepare budgets and forecast vs actual performance reporting on won projects.
- Actively monitor & maintain KPIs of customer relative to supplier performance standards. Proactively promote the value which TE brings to the customer (with data / results) and work to efficiently service the account.
- Maintain an overview of the engineering project pipeline as proposed by relevant Field Engineers to ensure alignment with the account plan and growth strategy.
- Business Development Function – Launching and generating opportunity / pipeline growth for TE’s Grid Monitoring portfolio. This role will have a hybrid function where the AM will also lead BD functions at a national level, as well supporting the ANZ Sales Manager in the launching the Go to Market Strategy.
KEY KPIS:
- $ Revenue Growth
- Market share gain (measured during price / contract negotiation)
- Obtain & maintain Preferred Supplier status
