The primary responsibility for the role is, as the regional level Center of Expertise, drive the IEM and OEM business development and customer engagement in Key verticals and OEM business by building strong process and application expertise of the vertical and OEM business, developing good relationship with regional Headquarters to make the Grundfos Brand the preferred strategic partner in the role of Center of expertise
Regional level KAM strategy:
Prospect, promote and secure annual or long-term key account framework agreement with IEM and OEM customers.
IEM:
· Contribute to the development of selected vertical and key account development strategy, including but not limit to collecting the industry trends and insights, screening out key accounts target, driving/facilitate/contributing to the value proposition development for the specific verticals, apply OOP approach and leverage resource to support IEM business, etc.
· Identify and develop channel to the IEM market.
· Collaboration with sales team in the deployment of account plans and sustainability initiative.
· To develop and consolidate sales tools relevant for IEM value base selling.
· Proactive follow up with Global IEM team and S & M team on Global IEM activities including marketing and implementation in APAC mainly with IEM as a sales transformation track COE, also in collaboration with other sales transformation track core team related to IEM business.
OEM business:
· Work with global OEM KAM team and Global Solution & Marketing team to identify and develop the Co-Creation opportunity together with area sales team and regional SD&TKAM.
· Design and organize regional level knowledge sharing and competency building initiatives with the help of Global Sales and Aftermarket Transformation team, Global BD and regional team. For example, IEM vertical package or value based selling package learning or customization based on IND APAC market needs; Provide content to enrich IND wiki with APAC industrial end user or OEM business know-how, etc
· Monitor and report on pipeline, order intake, sales, profitability (direct and indirect sales) and provide deep analysis and business recommendation to regional and area sales leaders.
· Drive and support the strategic conversation and value based selling dialogue with key decision makers in IEM and OEM to position Grundfos as a knowledgeable partner.
· Discover opportunities within the verticals of served market, provide business recommendation and expertise support to improve the overall performance of leads generation and follow up by sales team using IRR and leverage business intelligence to indicate market opportunities.
· Collaborate with internal stakeholders to ensure we are perceived as highly customer Centric and collaborative ensuring ONE-GRUNDFOS.
Other ad-hoc tasks or project as and when required
