Key Account Manager - Electricity Holding / Electricity Transmission Company

As a Key Account Manager, you will be a part of the Power Grids Division and Grid Integration Business Unit based in Cairo, Egypt. You will be responsible as a key person dedicated and neutral for the Accounts of International EPC’s. Main role is to support all ABB stake holders to capture the biggest portion of ABB Portfolio (Package).

Tasks:

Your main responsibilities in this role will include:

• Strategy: Representing ABB as one key face to the Strategic Accounts. Supporting all ABB Divisions.
• Involving the main ABB stakeholders in the planning phases insures their buy-in for the implementation.
• Business Opportunities: Strengthening the customer relationship through direct communications.
• Maintaining and promoting ABB high quality standards.
• Developing awareness to customer for all ABB products and service availability.
• Using ABB Packaging portfolio strategy (All ABB products to be offered in one package) as a good sales tool to reduce customer cost and risk.
• Building and retaining long lasting relationship with existing and new key players & Champions within the customer’s organization.
• Then enhancing the relations to reach long term partnership. Ensuring ABB’s early involvement in the project specifications.
• Main Contacts: Multiple Customer Contacts at all levels, Account Team, Division or BU or LD and LBU Management, Sales Manager, Sales Engineer, Product Sales Specialist, Product Manager, Project Manager, Cross-functional Team.
• Product Marketing, Production Manager, Logistic Manager, Engineering Business environment.
• Duties & Responsibilities: Developing, maintaining and managing personal or business relationships at all required levels (between ABB and the Customer).
• Identify or capture in the Account Plan: Customer needs, Customer value chain, future direction, ABB opportunities, value creation for Customer, ABB required actions to meet Customer needs and secure the business.
• Execute or deliver the Account Plan: Ideally exceeding the targets (working with ABB resources and Channels to capture potential at Customer)
• Building ABB relationship and influence with Customer at all levels.
• Driving ABB resources to serve Customer needs.
• Establish long-term ABB business planning with Customer. Securing highest Customer satisfaction.
• Deliver sustainable long-term ABB profitability with the Account.
• Managing Customer Complaint Resolution Process. Supporting ABB Team to secure business growth and profitability (e.g. cross functional teams, channel partners, supply management, finance, and service).
• Communicating Customer information across both the team and the ABB organization (including market and competitor trends).
• Directing communications & Coordination with the ABB Global Key Account Managers.
• Establishing Targets and KPI’s to ensure fulfillment of ABB strategic objectives with the Customer.
• Customer Focus: Fulfilling customer requirement is the main goal.
• Conducting customer satisfaction surveys to identify performance gaps and or opportunities.
• Identifying new solutions for clients.
• Build strong relationships with customers in order to prevent competitors of penetrating the relationships.
• Efficiently using of ABB Events for enhancing relations with customer and increase of sales portfolio.
• Sales Focus: Using the ABB term (SWOT or Strength- Weakness – Opportunities - Strength) to analyze and update the strategy with the customer.
• Providing evaluation of the business climate and its effect on Sales Goals. Identify threats from competitors.
• Monitoring and reporting on product issues.
• Evaluate feeder factory performance and identify issues that may affect sales performance.
• Assisting all BU’s in their plans and budget towards his key accounts.
• Planning: Setting up Account Capture strategy for each project.
• Developing Account Plan. Implementing the account plan.
• People Management: Setting consistent marketing skills and capabilities for the account team.
• Encouraging team work, ability to change or improve, adhering to ethics.