Responsible for managing identified Key Accounts to deliver P&L objectives and maximize CooperVision Taiwan’s (CVT) sustained growth in the business.
Lead an integrated and cohesive Customer Business Team represented cross-functionally and across geography to build a deep understanding of our key customers’ business, anticipate industry and customer trends, and develop strategies to stay ahead of the competition in driving towards market leadership.
Develop, drive and effectively execute a winning business plan for both CVT and CVI key accounts through managing customer negotiation, contract, pricing, promotion and building strong partnership to achieve the financial target of KA and CVT.
Develop and execute a business plan for each CVT key account especially for the largest account in alignment with the global / regional KA strategy, including : Identifying core customer needs Mapping the benefits of CVI / CVT’s solution to the business requirements of each account Understanding CVI’s global organizations structure, internal decision-
making alignment, etc. Pulling together resources locally, regionally, globally during the key milestones of the development and execution of the plan Ensuring all internal processes and activities to support global efforts Developing and effectively presenting CVI / CVT’s value proposition to accounts
Drive effective negotiations with KA senior management especially for the largest account to achieve both short / long term business goals of CVT and the customers
Lead and drive Customer Business Team collaboration including working closely with marketing, finance and the operations group to provide a compelling product portfolio and private brands for customers and consumers
Manage the overall operational, budgetary and financial responsibilities including the forecasting accuracy
Work closely with finance and marketing (Customer Business Team) to review performance data that includes financial, sales, market data analysis, and activity reports and spreadsheets, to monitor and measure overall department effectiveness by streamlining the internal business process
Attain deep understanding and mastery of CVI Key Account Management approach, strategy development and application of tools in all areas of work.
Actively seek and embed KAM best practices espoused by the regional and global KAM / Sales Operations Team
Maintain effective working relationship with corporate functions within CVI on major decisions which effect the global accounts
Establish and maintain relevant controls and feedback systems to monitor the operation of CVT’s KA department.
Coach, mentor and develop the team members in line with CVI KAM Competency Framework to ensure the best in class KAM capability as a team
Support to develop the strategy of existing channel and new channel by giving feedback from the market to General Manager and Commercial Business Team (CBT)
Definitive leadership skills sustained by strong experience and effective trainings
Strong and impactful communication and presentation skills in English and Chinese
Strong command of verbal and written English is mandatory
Proven sophisticated and strategic negotiation skills
Proven strong influencing skills
Highly numeric / strong Financial skills
Have been trained in strategic account management and demonstrated success in concept application
Excellent Excel (incl. modeling) and PowerPoint skills
Reliable experience in Medical Device company, Health Care, FMCG, OTC, and / or Cosmetics industry.
Extensive senior level sales experience particularly in managing of large customers with multi-departmental stakeholders
Marketing or strategy development experience is highly beneficial
Experience of category management and retail optical experience an advantage
Minimum of 10 years of relevant experience in sales and 5 years of team management role preferably in multinational company
Internal Reports and Reference
Report to CVT General Manager
Closely coordinate with the field sales and sales operations team
Closely collaborate with CVT marketing, finance, logistics and other functions (Customer Business Team)
Frequently liaise to review and align with the CVI global and regional KA organization
Receive reports from KA team members
Provide regular reports and updates to CVT, CVI APAC and global management