Global Account Manager

Job Description

To grow Miller Knoll s understanding of and relationships with specific Global Accounts in the APMEA region. To grow Miller Knoll s understanding of and relationships with specific existing Global Accounts within the India market. To develop and implement an engagement plan for identified accounts for the India and the APMEA region that will deliver Miller Knoll a greater market share of annual global spend. To achieve this by working both independently and with the local MK dealer sales teams to establish key relationships and a deep understanding of the accounts approach to Workplace, their decision-making structure and their associated capital spend. To assist on identified India market opportunities on an as-needed basis with other accounts from within the Global Enterprise Management program To participate in the development of our global offer to ensure we are market leaders in this field. Specific responsibilities 1) To achieve sales and account activity objectives 2) To collaborate with local MK sales and dealer teams to grow revenue globally 3) To form and lead cross functional teams to ensure we are best placed to win 4) To coach, develop and train dealer and MK salespeople in the skills needed to win with the identified accounts 5) To liaise with international counterparts to maximise sales opportunities 6) To ensure resource support for major projects. 7) To support the development of the programme including the MK product offer, global account management and other aspects to ensure our offer is ahead of the competition Resource management Preferred: No direct reports - core skill to be able to manage cross functional project teams on a collaborative basis Contacts and relationships Internal contacts: VP Global Enterprise Management Director Global Accounts APMEA Global Accounts team worldwide Market Managers Regional Sales VP s Customer Support External contacts: Dealer sales and principals Clients Architects Designers Project manager Candidate s profile Education and experience Essential: Located in India Six years experience of winning large capital goods projects through the creation and deployment of account-specific sales strategies A demonstrable track record of working and winning with global/multinational companies Business Degree or equivalent High level of cultural awareness Fluency in spoken and written English Competences Essential: Good questioning skills Able to listen to, understand and interpret customer requirements Technology literate High business literacy Numerate Proven motivational and influencing skills. Strong leadership skills Highly developed professional selling skills Excellent presentation skills Good administration skills Characteristics Essential: Collaborative A Natural Challenger Highly mobile - prepared to travel within region extensively Flexible Highly Self motivated Excellent interpersonal skills Highly organised Articulate Positive Confident Analytical Creative Good communicator