| Corporation: Bureau Veritas (China), Industry & Facility (I&F) Division
Departm...Corporation: Bureau Veritas (China), Industry & Facility (I&F) Division
Department: Central Business Development (CBD)
Reporting line: Key Accounts Director, I&F China
Nationality: European (French preferred)
Location: Beijing, China
Main Responsibilities:
As a Key Account Manager:
1. Manage and coordinate the commercial actions of all Bureau Veritas I&F China departments for the Key Accounts assigned
2. Assess each Key Account potential, define the business development strategy and action plans and achieve Key Account sales target at the company level
3. Implement the Key Account Management strategy for the assigned Key Accounts by elaborating a comprehensive sales action plan for each BL / BU
4. Identify the key decision makers at the HQ and sites highest organization level for each Key Account. Promote all BV China I&F service in order to identify and analyze their specific needs and provide them with integrated solutions supported by I&F BL / BU specialists
5. Lead whole sales process, including preparation of proposals, clarification meetings, negotiations, contract clauses discussions until the signature of contract
6. Coordinate BV I&F sales force intervening on these accounts and define and ensure consistency of pricing strategy in collaboration with operation teams
7. Ensure a coordination role for on-going missions between the Key Accounts operations representatives and BV I&F operations teams involved to prevent complaints and solve them if they arise.
8. Create durable relationship with the key accounts. Conduct very regular client visits
9. Execute monthly and quarterly planning and performance review with whole Key Account team
10. Make sure the completeness and timely input of the Key Accounts data in CRM system
11. Perform in line with BV Group and I&F China Technical, Quality & Risk system, BV Code of Ethics and BV Group & I&F Business Line policies
In addition, this position will include Stakeholders Management, in order to:
1. Identify and qualify the main Stakeholders to be followed in administrations (European Delegation, French Embassy, …) and professional associations (European Chamber, French Chamber, …)
2. Identify the Key Opinion Leaders and raise their awareness regarding Bureau Veritas activities in China through regular meetings and BV corporate development updates
3. Represent Bureau Veritas in front of the main Stakeholders in order to promote the Group brand and BV I&F services portfolio and strategic development goals
4. Actively participate in chambers of commerce’ Working Groups to get insights on the market and promote Bureau Veritas strategic development goals
5. Participate to official delegations on behalf of Bureau Veritas and provide required material for official speeches or bilateral dialogues
Key Performance Indicators:
General:
1. Receptiveness of BV code of ethics As a Key Accounts Manager:
2. New sales (sales growth) to the key accounts under his/her responsibility
3. Revenue and margin on the key accounts under his / her responsibility
4. Increase of BV China services portfolio to these key accounts by selling new services
5. Market share for each service
6. Completeness and timely key accounts data in BV CRM system
7. Integration / cooperation with Bureau Veritas organization (I&F China, BV I&F international network, BV other divisions) and related to Stakeholders Management :
8. Face-off and qualification of the main Stakeholders
9. Stakeholder Management strategy definition and update
10. Stakeholder Management action plan completeness and follow-up
11. Meetings and participation to main events involving stakeholders
12. Regular communication and corporate updates notifications / material delivered to Stakeholders
Requirements:
1. Bachelor degree or equivalent level with Engineering or Business Administration background
2. 10 years job related experience or more in similar B2B industry
3. Existing relationships / network with middle-high management French / International companies, preferably in Beijing / North China area
4. Confirmed sales performance records
5. Management aptitude (leadership, strategic thinking, communication, team spirit)
6. Solid problem solving and conflict management capability
7. Quick learning capability, autonomous and initiative
8. Excellent communication and presentation skills
9. Fluent in English and French (and Chinese is a plus)
10. Good PC skills (Office pack)
| Bureau Veritas (China), Industry & Facility (I&F) Division in Beijing
