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Manager, Enterprise Account Management

Sales & Marketing
WD30114204115 Requisition #

What you will do

Responsible for leading and directing the overall JCI’s account management and strategy for an extremely important enterprise accounts portfolio across China region ensuring that JCI achieves annual business targets, maintains key customer relationships and acts as the customer’s JCI regional point of contact.


Role requires coordination across the whole region, defining growth strategies to help achieve annual business targets and to track and manage overall portfolio accounts. 


Role will report to senior manager Enterprise Accounts Management , China.


How you will do it: 

  • Maintain excellent relationships with multiple stakeholders within the customer’s organization, acting as the customer’s regional point of contact, ensuring high customer satisfaction and ensuring that JCI remains as a trusted partner. 
  • Coordinate cross-functional internal JCI teams to meet the customer’s requests in the pre-sales, sales and post-sales stages.
  • Develop new areas of business with the customer, expanding the number of solutions and services currently being offered to the customer, helping the customer to their win increased business with their own clients.
  • Develop regional sales opportunities with the customer, assisting local sales teams in converting opportunities to secured sales.
  • Maintain account meeting cadence, coordinating regular account meetings by regional to ensure timely activities and reporting on sales opportunities. 
  • Work with Business Support Operations and Finance to routinely report on business performance, crafting detailed presentations to accurately report on the health of the B2B agreement. 
  • Responsible for managing the regional opportunity pipeline – tracking opportunities to ensure increased win rates, supporting local teams in achieving this by leveraging customer relationships and sharing best-practice sales-related activities. 
  • Harmonize efforts with Asia pacific B2B agreement management team, aligning strategies to ensure consistency and team success. 
  • Maintain and continue to build strategic relationships with the customer’s senior stakeholders, identifying new strategies to improve market performance. Facilitate joint working groups to aid mutual growth.
  • Leading Sales Program Management to support the customer’s objectives.
  • Supports Enterprise growth strategies in emerging markets as required.


What we look for

  • Minimum 5 to 8 years senior sales or account management work experience from sizable multi-national corporations.
  • Experience working with major customers in China region
  • Excellent Chinese and English oral, written and presentation skills with ability to present to senior level executives as well represent the company at public or industry events.
  • Ability to comprehend and make significant contributions to development of business plans, including marketing strategies.
  • Entrepreneurial attitude, leadership abilities and ability to be a team player at all levels.
  • Culturally sensitive. 
  • Strong business and analytical skills.
  • Demonstrate the ability to work effectively within and across direct management lines (in a matrix environment).
  • Customer focus oriented.
  • Excellent interpersonal skills and ability to communicate with all levels within the organization as well as with business partners.
  • Ability to make decisions individually and/or as part of a team.
  • High levels of integrity, honesty and professionalism.

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