Job purpose

The China Regional Accounts Lead will lead a team in the delivery of the sales/business plan in the assigned markets and segment. The Regional Accounts Lead will be also responsible for assigned customers strategy bottom-up proposal
The China Regional Accounts Lead will be focused on building and strengthening relationships, customer satisfaction and retention, and driving operating profit and margin growth in the assigned markets and segments. Achieve sales budget and customer satisfaction.

Principal accountabilities

Manage regional OEM relationships through a team of regional account managers, cascading the regional commercial strategy, and motivate people to commit to strategic objectives.
Execute the Regional customer strategy and sales plan for own accounts cluster, drive regional account managers’ performance ensuring alignment with Clean Air business strategy. Responsible for assigned markets’ customer revenue, within a given margin bandwidth.
Input into regional customer strategies based on sound and in-depth understanding of assigned markets and OEM customers.
Develop and execute tailored solutions and strategies for assigned OEMs under authorization that ensure their ongoing satisfaction and loyalty, while also enhancing customer profitability.
Develop and implement relationship management plans for assigned accounts under authorization, to identify and build relationships with relevant key stakeholders within the OEM organisation and to enable effective two-way flow of information and resolution of issues. Serve as the voice of the customers.
Report back Regional OEM requirements, introducing relevant internal specialists and utilising their expertise to gather and analyse complex customer data, clarify mid- to long-term customer needs, and develop and agree to a specification of customer requirements.
Work with cross-functional internal team (engaging with specialists from Technology, Product Management, Supply Chain, Finance, and other Johnson Matthey Sectors etc.) and facilitate a complex tailored or bespoke solutions that meet mid- and long-term Regional OEM requirements.
Manage all project activities related to assigned cluster of customers’ requests or requirements to ensure project goals and objectives are accomplished within prescribed business requirements, time frames, and funding parameters, together with the Regional Account managers.
Review and report on assigned markets/segment business performance (including actual sales, accurate forecasts and long-range planning); hold direct reports accountable for achievement of business plans, and take corrective action where necessary to ensure the achievement of business objectives, balancing the need to deliver short term business objectives with the longer term delivery of stakeholder value.
Initial complex sales proposals with team members based on a balance between customer requirements and an acceptable level of profitability and cash flow, or (in some cases) review that deviate from standard terms, escalating issues to management team where appropriate.
Maintain an in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences and reading specialist media.
Lead a team of Regional Account managers in assigned market and segment, developing and stretching the individuals within the team. Define and recommend commercial resource (budget, headcount) required to support assigned markets’ accounts and get approval from management team.
Ensure excellent knowledge sharing and collaboration within the Regional commercial team and across Commercial, Technology, Product Management and other related functions. Develop good communication with other groups in the organisation such as Supply Chain, Operations and Legal in the regions and globally.

Scope

Revenue responsibility for assigned markets’ Accounts (Total Revenue >£100m SEPM) through >5 accounts, within a given margin bandwidth
Negotiates with prioritized customer contacts
Input to appropriate strategy with 10YP horizon for regional customers based on own understanding and knowledge of assigned market
Works in conjunction with members of the Technology, Product Management and Commercial functions locally and globally
Achieves objectives with support from a virtual regional account supporting pool resources

Special factors

Significant travel in assigned markets to meet customers and internal stakeholders

Person specification

This describes what is required to do the job, it may not describe the current job holder but should describe the typical attributes or traits needed for success in the position.

Qualifications/ knowledge/ experience

Bachelor’s Degree in business or related field, an advanced degree is preferred.
A minimum of 10 years’ post qualification emission control commercial experience, with strong knowledge of our markets.
Strong record of account/customer management, able to build relationships based on trust and collaboration with external customers as well as internal colleagues.
Ability to conduct strategic planning and analysis, with solid project management abilities.
Commercial Financial knowledge
Ability to work in a matrix organisation with multi-cultural team, as well as customers.
Excellent communication, presentation, organisation, and influencing skills.
Experience of building and developing a high performing team.
Fluent English in oral, written

Personal skills and key competencies (including JM behavioral competencies)

Customer Focus: Making customers and their needs a primary focus of one’s actions: developing and sustaining productive customer relationships.
Building Collaborative Relationships: Identifying opportunities and taking action to build strategic relationships between one's areas, teams, departments, units, or organisations including customers, to help achieve business goals.
Coaching and Developing Self and Others: Providing and welcoming feedback, instruction, and development guidance to help self and others excel in their current or future job responsibilities; planning and supporting the development of individual skills and abilities
Driving Execution: Translating strategic priorities into operational reality; aligning communication, accountabilities, resource capabilities, internal processes, and ongoing measurement systems to ensure that strategic priorities yield measurable and sustainable results.
Leading Teams: Using appropriate methods and interpersonal styles to develop, motivate, and guide the team to attain successful outcomes and business objectives.
Excellent communication, presentation, organisation, and influencing skills.
Strong analytical skills and logical thinking.
Drive for results.

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