Global Key Account Manager - Chinese EPC

Job Purpose:

- Lead the B&I Belt & Road Initiative (BRI), establishing an empowered global B&I community and building a global BRI Buiding & Infrastructure (B&I) Network

- Design and implement a dedicated commercial plan for Belt & Road Initiative (BRI)

- Establish and execute strategic Global KA business development plans and initiatives to support BRI B&I business attain its sales and profitability goals.

- Identify leads, develop opportunities, prepare proposals and generate BRI sales in China, SE Asia, South Asia, Middle East, Africa, Latin America, Europe and in North America. (clients’ meetings, proposal issuance)

- Build up relationship with large EPC players in P. R. China; e.g. China State and China Railway group (TOP 8 Chinese EPC group are in the TOP 10 ENR global contractor + VINCI France + ACS Spain)

- Meetings with C-level executives of Chinese EPC Large accounts to promote BV Solutions / Services and develop strategic partnerships

- Deploy B&I strategic plans and initiatives and monitor the local implementation in China in coordination with B&I Global Service Line, representing a turnover of 200m€ (Jianli:construction supervision, Whole process engineering, IVS, Green Building)

- Build international division within B&I China to grow and operate international business

- Own the global opportunity pipeline for Chinese EPC worldwide and promote a superior growth

- Be the main coordinator among large players in China with BVs in other countries.

- Provide leadership, governance and support to the GKA related local key account managers in the Chinese B&I network.

Principal Accountabilities:

Leadership & people:

• Establish an empowered B&I community and build a world class sales culture driving the right behaviours
• Act as role model and ensure BRI B&I people development in China
• Lead on change management

Commercial strategy development:

• Define and implement regional and global key initiatives
• Ensure market intelligence and solid understanding of the market fundamentals

Governance:

• Represent BRI B&I & B&I China at Asia group level (Councils, Committees and Client Meetings)
• Steer B&I governance at Asia level and ensure that an effective governance is in place

Sales Management:

• Coordinate the global implementation of a sales management process for BRI B&I and B&I China
• Define, monitor and report the BRI B&I Marketing & Sales KPIs

Key account management:

• Define and implement at Global level a key account management approach for BRI B&I and B&I China domestic and overseas
• Support the implementation with regular meetings with Global customers

Sales Excellence & Support:

• Support the B&I Network on opportunity identification, pipeline development, proposal preparation and deal closing
• Provide sales support through market specific Sales Toolkits (reference data base, reference letters, case studies, commercial presentations, technical offer templates)

Marketing & communications:

• Lead the B&I Asian Network and Service Line to:
  • Harmonise and strengthen the B&I Asia market profile
  • Develop best in class marketing content (presentations, brochures, videos, www, social media etc)
  • Provide external & internal communications

Principal interfaces:

• Internal:
  • BRI Steer CO
  • B&I VPs / Directors / SVP’s
  • B&I Global community
  • Internal Committees
• External :
  • Key accounts
  • Strategic partners

Job Knowledge, Skills & Experience:

• Professional and/or technical competencies:

Bachelor's degree in Industrial, Civil Construction, Engineering or MBA

A minimum of 10 years of experience in Construction Engineering Industry.

Solid network in EPC big players in China. Eg) CREG, CSCEC, CCCC, etc.

Proven experience of managing large Constructions key accounts (KAM).

Experienced in management/ acquisition of global project.

Education in Engineering (Masters Level) – MBA as an advantage

Customer & relationship excellence

Global B&I business track record

Deep knowledge of the B&I Global Market with special focus on China

Digitally oriented (Good knowledge of digital trends for the B&I Market)

Specialized Knowledge and Skills

Strategic, visionary and strong business acumen.

Thorough knowledge of long-range planning and operational planning techniques.

Excellent communication skills (verbal, written and presentation).

Team player with collaborative attitude.

Highly energetic, decisive and has great passion for results and successes.

Fluent oral and written English.

Proficient PC skills. Entrepreneurship

Leadership

Ability to work in transverse organizations