The Regional Key Account Manager (R-KAM) is a significant leadership role managing the relationship with nominated International Accounts across the francophone africa region.
The R-KAM will be expected to develop strong relationships within existing accounts as well as acquiring and growing new accounts for the company. It is therefore essential that this person has extensive experience of identifying and influencing senior key decision makers, up to C Level. The R-KAM will be instrumental in developing, implementing and managing the commercial strategy for the Data Centre Enterprise Service Provider and Colocation segments at Schneider Electric.
This position will lead the selling complex solutions into the targeted accounts. As the opportunity leader, they will need to work seamlessly throughout the Zone with the country organizations and build a committed network of sales and technical professionals to help best address the customer needs. In addition, they will take ownership of large 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 organisation would therefore be beneficial and good internal stakeholder management will also be important.
This role requires a deep understanding of the Data Centre Enterprise Service Provider 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 team members to successful client engagement. Importantly the KAM must be able to translate his knowledge into a business language and fluently articulate it within a client environment
Key Responsibilities
- Develop Relationships with key Decision makers within nominated International Accounts
- Build a strong working relationships with the Segment and Country leadership to develop and drive a winning strategy
- Build strong relationships within all relevant countries within the Region, and lead the Sales, Presales, Tendering and Execution professionals to best address the customer needs
- Develop the Strategic Account Plan/Strategy and roll it out across the Region.
- Identify business drivers within the account and develop strategies to pursue these
- Become the opportunity leader for identified major projects, leading a virtual team and add value to ensure a successful outcome
- Consult with customers and shape opportunities to optimize the value we offer
- Identify, qualify and prioritize business opportunities
- 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.
Commercial experience
- Demonstrates deep sales (direct and indirect) experience
- Strong track record of capability to manage and grow large accounts
- Understanding of account management, customers, sales channels & third parties
- Demonstrates significant experience in detecting and discussing industry and customer pain points and proposing high value solutions
- Good knowledge of software industry, electrical distribution, critical power, building automation and associated services.
Leadership
- 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 and ‘’coo-petitors’’
- Strong initiative, self-starter and highly organized
Communication and Interpersonal skills
- 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
