| To deliver commercial value through effective leadership of large, complex and company strategic Accounts, strategic account planning, strategic development for new portfolio elements and customer satisfaction.
Account Key Accountabilities:
- P&L. Owns Account P&L. Responsible for inter-country and trans-Regional commercial agreements and budgets;
- Client Management. Owns relationship management Establishes senior executive customer relationships that will support the overall Account Plan. Develops a strong influence and coaching network within the customer and relevant partners. Manages Executives to establish effective relationships with customer board members;
- Contractual Delivery. Manages resources to deliver contractual obligations and increasing levels of customer satisfaction. Manages P&L opportunities and risks, and reports on delivery of existing business. Manages risk, delivery or cost issues until resolved;
- Leading Cross Border Teams. Establishes co-ordinates and directs the virtual account team from participating countries and region. Regularly coaches team members on effective delivery of Account Plan and generates high levels of engagement. Sets clear and unambiguous performance targets, measures team and individual performance, recognizes strong performance and manages underperformance;
- Strategic Account Planning. Creates 3 year Account Plan according to company Major Account Planning process and format. Provides management reports as required;
- Pipeline Development. Implements Account Plan to identify customer business drivers and develop related opportunities for the full Dynamic Infrastructure portfolio. Ensures company processes and toolset are used to manage opportunity lifecycles to closure;
- Account Governance. Establishes and maintains comprehensive Account Governance process with the Client;
- Drives Customer Value. Creates and implements innovative solutions with the client to drive & protect future relationship and business.
Key Performance Indicators:
- Achievement of specified targets which may include; P&L, Orders, Revenue, Pipeline Development and Customer Satisfaction;
- Team performance, best practice compliance and motivation as measured by; customer feedback, Business Assurance review process, win/loss reports and account team surveys;
- Number of high-impact value-add “political” and quality senior level customer relationships;
- Internal and Customer sign-off of Account Plan & Innovation Plan.
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