Account Manager (OEM Market)

1     CORE MISSION

The account Manager manages accounts in the Japanese OEM&CE market, like SONY, TOSHIBA, NEC, CANON, KYOCERA, SHARP, VAIO, etc, developing account in depth understanding (contacts list, decision process and key decision makets, strategy mid-term and long-term, partnership, innovation, ...), with the target to grow sales revenue, particularly focusing on the 2 main existing offers eSE/TSM/TSH and eUICC/ODC, and build long term relationship and customer satisfaction

1     MAIN RESPONSIBILITIES

Be the customer main entry point into the organization

Promote and Sell offers with the target to grow profitable sales revenue with these accounts

Prepare commercial proposal following pricing processes, negotiate prices and contracts, ensure PO fulfillment with support from internal delivery team, CS team and finance team, ensure cash collection

Put in place account management practices: contact plan, meeting plan, short-term and long-term strategy understanding, understanding of key decision processes, key stake-holders and key projects

Manage in cross-functional mode the account team made of SSM, FAE, TC, GGS and FM resources working on the market and accounts

Ensure proper reporting and forecast process (CRM)

Propose new offer development plan when necessary

Ensure customer satisfaction by proposing participation to customer survey and prepare and following up customer satisfaction action plan

Develop general knowledge about these customers into the Japanese management team to get proper support when necessary (management meetings with customers)

1     QUALIFICATIONS

1. At least 5+ years of technical and commercial experience in Sales & Marketing Management, preferably in solutions and service business, in high-tech sector, mobile telecom or OEM&CE sector

2. Several years of experience in working in international companies, preferably experience with European and US businesses;

3. Sound commercial knowledge, including oral and written presentation, risk management, legal contracts, price negotiation, strategic sales and marketing planning and other topics, distinct customer understanding and the ability to close complex negotiations.

4. A proven sales track record, with a strong commercial background, able to develop and maintain business and customer relationships in the market;

5. A team player, well-developed communication and influencing skills to work effectively across the global organization (TC, SSM, FAE, FM, GGS)

6. Fluent in written and spoken Japanese (mother tongue) and English language mandatory

7. Understanding of culture and decision processes of the Japanese customers.

8. Have a good understanding of technically complex products/services

9. Dynamic and aggressive;