Key Account Manager, BMS (Data Center / Transportation Solutions)

• Key Account Management
• Good network with Data Center / Railway / Airport
• Candidates familiar with IT/SI sector are welcome

What you will do

This person will join the sales team in Hong Kong. He/she will develop sales opportunities with the Accounts in BMS/Digitalization for Data Center / Transportation sector, assist sales teams in converting opportunities to secured sales. Also, he/she will utilize business acumen in order to understand the customer's business for each of the assigned accounts, provides industry input in order to develop the Johnson Controls (JCI) value proposition.

How you will do it

• Establish and develop deep partnering relationships with the customer's executive management team and other customer decision-makers, engaging Johnson Controls executive management team with customer as appropriate. Effectively communicate with the entire account team to ensure the clients expectations are exceeded in all JCI LOBs
• Lead the development of each assigned Strategic Account Plan and strategy coordinating with the appropriate resources to utilize established account strategy process including the standard account planning templates and tools
• Implement strategic account plan and associated action plans ensuring that executive management is continually informed of progress and account status
• Conduct regular Strategic Account Reviews for all key accounts
• Maintain account meeting cadence, coordinating regular account meetings to ensure timely activities and reporting on sales opportunities
• Track all opportunities with each assigned account using approved systems and qualifies all opportunities using the JCI sales process
• Establish and foster team relationships within assigned account teams to ensure customer satisfaction
• Serve as an executive level point of escalation for customer satisfaction issues
• Provide information on current and future pursuits and pipeline across assigned accounts as required to the associated leadership teams
• Forecast and track growth against the established baseline and account plan
• Engage appropriate sales support resources determined by the JCI sales and business development process, including functional experts/subject matters
• Demonstrate sound decision making with politically astuteness and adherence to company policies and procedures

What we look for

Required

• Degree holder in any disciplines, preferably in building service or engineering related disciplines
• 4 to 12 years' relevant experience in sales or project management in Data Center / Transportation sector
• Strong knowledge/experience in Data Center operations
• Domain knowledge/experience in BMS
• Good people network and client relation in Data Center / Transportation (Railway / Airport) sector
• Strong technical background in PLC / control automation / BMS, etc.
• Experience in business development in IT / System Integrator sector
• Effective and professional communication and organization skills
• Influencer at all organizational levels, including the ability to develop credibility and trust quickly with senior managers/decision makers
• Ability to think critically and systemically to develop effective strategies and achieve accountable business results
• Able to think strategically, manage risk and be innovative in problem solving
• Demonstrate high business acumen and understanding of finance

Preferred

• Entrepreneurial attitude, leadership abilities and ability to be a team player at all levels
• A motivated team player with successful history of leading a diverse group
• Strong business and analytical skills
• Demonstrate the ability to work effectively within and across direct management lines (in a matrix environment)
• Customer focus oriented
• High levels of integrity, honesty and professionalism 

The information provided will be treated in strict confidence and be used only for consideration of your application for relevant / similar posts within the Group/ Company.