ทักษะ:

Business Development, Negotiation, Procurement, Salesforce, Leadership Skill

ประเภทงาน:

งานประจำ

• you will lead the execution of our commercial strategy by developing customer partnerships, enhancing profitability, accelerating digital transformation, and building a high-performing Key Account capability. You will coach and mentor a team of Key Account Managers while ensuring that customer strategies translate into profitable growth, stronger customer engagement, and sustainable competitive advantage.
• This role requires a strong combination of commercial acumen, strategic thinking, leadership capability, and the ability to align internal capabilities with customer ne ...
• Our Team.
• You will work cross-functionally with sales, marketing, operations, quality, supply chain, finance, and customer service to support pricing decisions, supply alignment, issue resolution, customer satisfaction, and execution of account strategies.
• Lead and Develop the Key Account Team.
• Coach and guide Key Account Managers on account strategy, customer negotiation, pipeline management, pricing discipline, and issue resolution.
• Foster a culture of ownership, contribution, accountability, and continuous improvement.
• Motivate team members to increase their impact and contributions.
• Drive capability development within the Key Account Management organization.
• Support behavioral transformation and adoption of best commercial practices.
• Drive Commercial Growth.
• Lead execution of commercial strategies for assigned strategic customers, including account growth plans, pricing actions, volume opportunities, and profitability improvement.
• Review and challenge customer-specific account plans to ensure clear objectives, growth initiatives, customer insights, risks, and action owners.
• Drive profitable revenue growth through effective portfolio management and customer value creation.
• Expand share of wallet and identify new growth opportunities within strategic accounts.
• Improve business profitability through product mix optimization and reduced cost-to-serve initiatives.
• Strengthen Strategic Customer Relationships.
• Support the team in building relationships with key customer decision makers and influencers, including procurement, commercial, technical, and operational stakeholders.
• Ensure customer needs, demand changes, service issues, quality concerns, and growth opportunities are clearly communicated to relevant internal teams and followed through to completion.
• Promote long-term, mutually beneficial partnerships with key customers.
• Support cross-functional collaboration involving sales, marketing, operations, quality, supply chain, and customer service teams.
• Advance Digital Transformation.
• Drive consistent use of Salesforce and other commercial tools to maintain accurate customer information, opportunity pipelines, visit reports, account plans, and follow-up actions.
• Act as an ambassador for Salesforce, Kinaxis, Share of Wallet, and profitability management tools.
• Ensure customer interactions, account plans, forecasts, and commercial activities are accurately documented and managed.
• Commercial Performance Management.
• Improve forecast accuracy by reviewing customer demand, sales pipeline, historical trends, risks, and opportunities with the team on a regular basis.
• Track key commercial KPIs such as revenue, margin, volume, share of wallet, account plan progress, opportunity conversion, customer satisfaction, and CRM data quality.
• Who You Are (Basic Qualifications).
• Bachelor's degree in Business, Marketing, Engineering, or a related discipline.
• Proven experience in B2B sales, key account management, commercial planning, or customer-facing business development, preferably with strategic or high-value accounts.
• Experience leading, coaching, or developing customer-facing commercial professionals.
• Strong ability to develop account strategies, understand customer value drivers, identify growth opportunities, and convert customer insights into practical actions.
• Solid commercial and financial acumen with the ability to evaluate profitability and business opportunities.
• Excellent communication and stakeholder management skills.
• Fluent business English and Thai.
• Preferred Qualifications.
• Experience within the glass, construction, building materials, manufacturing, industrial, or related sectors.
• Experience managing large strategic accounts, distributors, fabricators, contractors, architects, developers, or similar customer groups.
• Advanced proficiency in CRM systems, Salesforce, forecasting, and commercial analytics.
• Experience leading cross-functional business teams and influencing without direct authority.
• Demonstrated success in customer segmentation, account planning, and revenue growth initiatives.
• Successful Candidates Will Demonstrate.
• Leadership with the ability to drive and align multiple capabilities.
• A contribution mindset and strong sense of ownership.
• Intellectual honesty and principled decision-making.
• Strong communication and relationship-building skills.
• Financial and digital literacy.
• The ability to connect commercial strategy with operational execution.