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Regional Account Manager

Date: Oct 11, 2021

Location: Shanghai, CN

Company: Bekaert NV

Bekaert (www.bekaert.com) is a world market and technology leader in steel wire transformation and coating technologies. We pursue to be the preferred supplier for our steel wire products and solutions by continuously delivering superior value to our customers worldwide. Bekaert (Euronext Brussels: BEKB) is a global company with more than 27 000 employees worldwide, headquarters in Belgium and € 4.4 billion in combined revenue in 2020.

 

 

Purpose of the Job:

In line with the general China market development strategy, perform all activities related to the promotion and sales of Dramix solution in the most important region for flooring segment in order to reach the set objective in terms of turnover, volume, market share and contribution.

 

Your Role:

  1. Sales related target management and implementation
    1. Implement an x+1 plan in line with the market development strategy and the directions of sales manager.
    2. Perform all sales activities in order to reach the set objectives in terms of turnover, volume, market share.
    3. Actively work on product mix improvement, to sustainably secure and generate margin.
    4. Offers the right solutions to achieve individual and multiple targets through a deep understanding of the business strategy.

 

  1. Customer base build up and well management, to grow the business
    1. Build up customer foundation, through directly contact with owner and designing institute.
    2. Focusses on existing and new customer development, as well as influencers if applicable.
    3. Keep good relationships with different shareholders.
    4. Analyses customers’ needs, captures value, builds value propositions and sells for it.
    5. Offers the right solutions to customers through a deep understanding of the business & the customer’s needs.
    6. Visit customers regularly, and communicate with customers effectively.
    7. Measures customer satisfaction, initiates appropriate actions and evaluates.
    8. Handles customer concerns and complaints in a professional way in cooperation with the related internal departments (typically quality and customer service).

 

  1. Credit management
    1. Implement Bekaert’s credit policy.
    2. Follow up credit situation of customers and stimulate all necessary actions in order to ensure that invoices are paid on a timely basis.
    3. Control DSO (Days of sales outstanding) and overdue.

 

  1. Builds deep insights in the related market, customers, products, applications and competition
    1. Builds insights on market, customers, products and applications through different channels and sources.
    2. Reports dynamic competition regularly, as well as closely trace the change and trend.
    3. Is in frequent interactions with the Sales team to ensure transparency on the market as well as with product market management to exchange information on product and market development, strategy and approach.
    4. Offers inputs for product and application development (based on technological insights) as well as customer service.
    5. Makes the right suggestions and takes the right decisions based on these insights (in terms of strategic choices, product development, go-to-market, …).

 

  1. Builds up knowledge
    1. Based on project needs, manage the time properly and set the priority.
    2. Implement project pipeline, as well make relevant reports timely and systematically.
    3. Make self familiar and keep updated on technical knowledge to effectively support daily job.

 

  1. Provides monthly forecasting and reporting on customers and manages the budget.
    1. Forecasts the business for the upcoming month.
    2. Reports on the business figures over the past month.
    3. Forecasts the budget needed and manages according to the approved budget.
    4. Provides update and progress of the business and growth initiatives during the frequent sales steering and coaching dialogues with the sales team leader.

 

  1. Uses the appropriate tools and methodologies as defined by the related business in order to gather and store market intelligence
    1. Uses the standard methodology, systems and tools in order to gather, store and share information and fuel the business decision making process.
    2. Acts efficiently within the framework of the standards set in terms of policies and procedures.

 

Your Profile:

  1. Business Acumen and Customer Focus: Collect data from different sources on own market (industry, competition, future trends), on customers, on vision and strategy of own company business. Integrate these data taking major elements into account, making sound decisions.
  2. Relationship Management : Focus on customers ; connect with the right decision makers in order to build customer relationships, build customers’ trust and respect while being able to challenge.
  3. Business Development: Customer Needs Assessment, Seek for understanding of the customer needs for existing and potential customers. Convert opportunities into new business following a structured roadmap. In the offerings to customers, meet the customer requirements.
  4. Value Management: Value Selling & Negotiation; based on profound market and customer insights, effectively articulate a value proposition vs. competing offerings and technologies leading to a deal closure. Apply a value selling approach.
  5. Collaborating: Communicate, connect and collaborate well with colleagues. Have impact representing the customer while doing what is best for Bekaert.
  6. Technical knowledge and knowhow: Show to have the appropriate insights on technology, products, applications, systems and tools. Shows to have the related language skills (speaking fluently the language(s) of the assigned customers if appropriate).
  7. Bachelor in civil engineering is better.
  8. Few years experience in design, construction industry or sales field.
  9. Prepared to travel intensively.
  10. Ability to work independently as well as part of a team.
  11. Lead or manage our distributor during business process.
  12. Result oriented and high sense of urgency
  13. Self-starter, dynamic, reliable".

 

 

You grow, we grow... Better together. Bekaert offers continuous development opportunities.


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