Key Account and Business Development Manager (SG)

The primary responsibility of a Key Account Manager is to develop and manage partnerships, coordinate business activities and drive customer P&L to deliver sales targets and growth ambitions for assigned customers. As a Business Development Manager, you will detect, develop and win new business opportunities in order to increase SIG Share of Wallet in the Philippines.

What’s in it for you?

• Health Insurance (HMO)

• Competitive Salary

• Expanded maternity leave up to 120 days

• Allowances

• Paid Time offs (Vacation Leaves Are Convertible to cash if unused)

• Companywide events

• Fun & Relaxed environment

Job Details:

Key Account and Business Development Manager

Eastwood Libis QC

Monday to Friday | 8:30 AM to 5:30 PM

Responsibilities: 

Key Account Manager

• Drive and manage the P&L (Revenue and StdGP) of customers under the scope of responsibility – deliver financial targets. 

• Lead and coordinate with an internal team of specialists in delivering strong Partnership support to customers with the aim of growing our volume, share, margin of our products, and customer satisfaction level – Ensure excellence and differentiation vs. competition across Quality, Innovation, and Sustainability.

• Establish and implement account plans (customer strategy) for the customers with the cooperation of the technical, production, and marketing support staff by directing the required resources to the account.

• Visit customers regularly to identify their needs, resolve issues, develop SIG's value proposition and build strong professional working relationships to gain customer loyalty. 

• Increase SIG Combibloc share at the customer with cooperation from Marketing by

a) identifying conversion opportunities against direct/indirect 

competitors and other packaging materials and

b) new product development 

• Establish and ensure 12-month rolling sleeve sales forecasts for each customer are accurate by monitoring the sleeve stock of customers and taking appropriate actions in optimizing sleeve utilization and safety stock level. 

• Be the owner of customers' claims and resolve them properly and timely through the expertise and cooperation of internal quality and technical personnel. 

• Ensure the company's financial risks are eliminated by ensuring customer payment, account receivable, and credit limits are accurate, on time all the time, and take the necessary actions required together with the support of the Finance department to reduce the risks.

• Arrange (with Marketing Team's support) periodic updates with the customers on various new development opportunities from overseas markets.

• Prepare regular reports, and meeting minutes, to ensure customers and involved internal colleagues are kept informed appropriately on the relevant topics, status, and action steps.

• Participate from time to time as an active member in exhibitions to seminars that promote our products and services to the customers.

• Review from time to time and immediately update the information to present in the customers' profiles whenever changed, including the prognosis of filling machines movement.

• Drive and complete special projects or assignments given by the Country Manager.

• Leverage strong analytical thinking, and leadership skills with a strong teamwork spirit.

• Demonstrate the commitment and ability to follow the code of conduct and the company's core competencies.

• Establish strong knowledge of customers and the local market (e.g., through diverse market information sources and media).

• Develop an understanding of technical and service aspects.

Business Development:

• Drive business development in the Philippines:

• Keep abreast of competitors' activities.

• Define and prioritize the pipeline of prospects together with CM

• Design strategies to achieve growth ambitions, including full utilization of Commercial Excellence Tools.

• Deliver on the growth ambitions by closing deals and acquiring new customers for SIG (or placing new fillers at existing customers).

• Coordinate pre- and immediate post-sales activities with the Technical Service AP-S Team for example Head of Technical Service, and the Head of Project Engineering to ensure that the technical requirements of the customers are satisfied and that the customers become operative as early as possible thereby maximizing sleeves sales.

• Work closely with internal and external stakeholders.

• Develop long-term relationships with C-Suite and executive level.

• Additional duties will be assigned by the direct supervisor from time to time.

QUALIFICATION REQUIREMENTS:

• Bachelor's Degree (preferably in Business Management, Marketing, or other related fields)

• Proficient in using MS Office, Outlook, SAP

• Good Command both of local languages & fluent English

• At least 3 to 5 years of experience in a similar role, with at least 3 years of management experience as a KAM/BD.

• Self-motivated, assertive, biased towards action to deliver high performance.

• Builds sustainable, long-term relationships with customers/prospects, and focuses on customer interests without sacrificing the company’s (win-win whenever possible).

• Makes economically reasonable decisions taking into account market and customer needs, and looks beyond the operative business, and develops & executes business strategy to win market share.

• Follows given processes to achieve a high level of work quality, and ensures compliance with internal guidelines, laws & regulations.

• Informs need-to-know persons specifically and proactively on relevant topics, and promotes an open, active, transparent environment for the team and other key stakeholders.

Nice to have:

• Takes responsibility for his/her own consistent development, and coaches less experienced team members.

• Adapts to new situations/requirements quickly and understands other people’s perspectives and keeps that in mind when taking actions.

• Works well with others in a team, sometimes taking the lead while other times following, all with the goal of achieving the best outcome(s).