ACCOUNT MANAGER NEAR EAST, EGYPT & IRAQ

Job Overview

The Key Account Manager (KAM) is the owner of a set of customers or accounts within Egypt, Near East and Iraq territories. The KAM is responsible for developing the account/s with the relevant customer for TE to become a strategic partner and to increase revenue, account penetration and customer satisfaction.  

The KAM is responsible for managing all commercial aspects with the customers or accounts, including managing offers, project contracts and quotations, leading price and contract negotiations and following up on current opportunities or projects. The KAM is also responsible for identifying and attracting new opportunities and/or projects to increase the customer share for TE and driving the project pipeline. 

The KAM is responsible for developing and executing the account strategy and plan, customer relationship management as well as promotion activities or project management tasks associated with the account/s. 

Key Responsibilities:

• 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 quotations, leading price, and contract negotiations, following up on current and potential opportunities and projects and selling the TE value proposition. Provide sales and technical support including products training and presentation to customers or distributors. 
• 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. Estimate the consumer demand for the product to obtain a realistic forecast. 
• Maintain an overview of the engineering project pipeline as proposed by relevant Field Engineers to ensure alignment with the account plan and growth strategy. 
• Open new markets for Our products, provide professional follow-up with the distributors, ensure proper stock levels are available. 

Key KPIs

• $ Revenue Growth. 
• Market share gain (measured during price / contract negotiation). 
• Obtain & maintain Preferred Supplier status. 
• Meet or exceed the monthly/annual target for the product and follow up on sales and target achievement with the salesforce. 

Key Experience/Skills

• University engineering degree (Mechanical engineering, Electrical engineering preferred) , a business administration degree is a strength. 
• Previous experience in sales, including account planning and relationship management. 
• Successful previous experience as a sales or account manager in Middle East region. A regional experience in Iraq, Egypt and Libya is advantage. 
• A good understanding on TE technologies and product portfolio. 
• Good technical knowledge in Electrical Engineering & Power system.  
• Ability to work with deadlines and disputing targets. 
• Mobility: Flexibility in working days and travelling, frequent travel (50%) as required 
• Valid driver’s license. 
• High level of written and verbal English communication skills. 
• Judicious thinking with the ability to execute on priorities. 
• Ability to identify and pursue new business opportunities in line with business plans. 

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Competencies