Key Account Manager
Tokyo - Nagoya - Osaka
Summarise in one statement why your job exists; and how it contributes to the overall mission/objective of the organisation.
The global home appliances market is a multi-billion dollar industry and is expected to reach an estimated value of $324.2 billion by 2019. Panasonic which is in the top 10 appliance producers leads in consumer appliances in Japan. Popular products in the home appliances market include; washing machines/ dryers, fridges and freezers, coffee machines, air conditioners, etc. Smart appliances market is also an upcoming trend in recent years and is expected to show steady increase in the years to come. Office automation market involving laser and multi-function printers are expected to lead in this segment. Canon, Epson and Brother are amongst the top 5 Japanese printer producers in the world.
1) To develop, grow and maintain the intimacies in Japanese Appliance and Office Automation (AOA) customers’ value chain in the Asia Pacific in order to achieve the strategic and financial objectives.(eg ABP : PNS, M1 and ppm etc) of the organization.
2) Spec-in of tesa solutions at assigned Japanese OEM’ design centres within the AOA market including tier suppliers and converters. Co-ordinate related activities leading to profitable sales.
3) Investigate and analyse market trends, competitive environment and market intelligence providing timely feedback.
4) Coverage of the defined International Key Account (IKA) with the target to increase the sales volume and the profitability of the defined tesa product-lines worldwide.
2. CRITICAL ACCOUNTABILITIES
List the responsibilities (Key Result Areas and the major activities) that must be achieved in order that the job purpose is fulfilled. For each KRA, document the performance measure(s) (i.e., outcomes) which indicate successful accomplishment of that KRA.
KEY RESULT AREAS (KRA) - MAJOR ACTIVITIES - OUTCOMES
International Key account management
Analyze key decision making units in the value chain of the assigned Japanese key accounts;
Increase customer intimacies and maintains relationships with key contacts within the key customer’s purchasing, engineering, manufacturing and quality organizations internationally.
Identify business potentials at defined accounts; coordinate related activities in the region leading to profitable sales. Motivate local sales and support functions to work pro-actively to achieve common objectives
Spec-in of tesa solutions at defined Japanese customers’ design centres within the Appliance and Office Automation market incl. tier suppliers and converters.
Definition of product development needs for the assigned Japanese accounts and tier suppliers participating in development process. Subsequent Spec-in at design centers.
Responsible for negotiation, distribution and follow ups of all contracts in Sales (VPA), Logistics, Quality and Engineering.
Gather and analyze competitive environment, market intelligence and provide timely feedback to the peers.
Identification of the individuals in the value chain who can influence or make decisions in the buying process
Comprehensive understanding of the International Key Account (IKA) organization and business environment including: products, end markets, technologies, tapes requirements, individual site functions, new business developments, etc.
Increases tesa’s footprint in the Japanese Appliance and Office Automation market.
Lead generation, projects and sales are maximized. Project management using the available business tools ie., MS Dynamics
Market requirements and opportunities are addressed. Constantly reviewing existing assortment and fill the gap when necessary will give tesa a competitive edge.
Consistency in the contractual agreement with the assigned key accounts. Everyone within the organization is aware and follow them.
Market intelligence knowledge and business leads. Able to recommend optimal marketing tactics to defend and enhance tesa’s position.
Ensure aligned approach and strategy to the JPOEMs globally, in the region and continent.
Regional and Continental alignment
Run the PGM for AOA including handling all preparations and follow up with support from RMM GIM.
Be the ttAP representative at AOA ETM (including preparations and follow-up)
Run the Continental meeting in Suzhou for AOA (including preparation and follow-up)
• Formulate and propose short and midterm plan which contains PNS and MI development, and also strategic objectives such as effective resource allocation and propose relevant KPI.
Annual Business Plan (ABP) and 5 year plan
Account Strategy Penetration Plan to identify key business opportunities and threats for tesa business units
3. MAJOR CHALLENGES
Describe the major challenges you face in carrying out your job, and what you do in order to overcome them.
Build and develop strong customer intimacy in Japanese Appliance and Office Automation value chain (tiers, converters) and in return be able to influence to enhance tesa’s position in the key accounts.
Enhance the collaboration and team spirit with the local sales team of Japanese AOA business.
To manage the cross border sales activities in entire Asia Pacific
Collaborate with KAM of other global OEMs in EUR and NA, to support spec-in and local business
Support new product launch in AOA segment
4. KEY DECISIONS/DIMENSIONS
Describe 1 or 2 typical decisions you have to make, in the course of your job.
List the data which will reflect the scope and scale of activities concerning your job.
(These should be quantifiable numerical amounts)
To establish and develop customer intimacy in the entire Japanese AOA value chain which in return generation of new business or increasing existing footprint
To complete comprehensive analysis of business impact from the respective countries in the region
Success of Spec-in
Sales Turnover : According to ABP and MTP
Expected Travel – 50% to receiving countries
5. SKILLS AND KNOWLEDGE
• 5 years of relevant sales/marketing management experience
PERSONAL CHARACTERISTICS & BEHAVIOURS
Native Japanese language skill
Fluent English language skill
Good communication skill and Intercultural sensitivity
Disciplined and able to work with minimum supervision
• Min Bachelor degree majoring in Sales/Marketing/Business Management or equivalent professional qualification.
Experience in the automotive industry such as engineer, sales, account or customer facing role.